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Of course, every sales person knows referral business is vitally important. But how do you generate enough referrals to triple your sales and commissions? That’s easy, keep reading and I will share three sure fire steps to creating massive referrals for your business:

Step#1: Wow your clients

The first step to generating referral business is to go out of your way to demonstrate a high level of service to EVERYONE who comes in contact with your business – not just clients.

Everyone who comes in contact with your business is a potential customer or referral source. As a mortgage lender, I’ve had service people come into my office, see how we do business, and ask about refinancing.

But how do you “wow” your clients and others to generate referral business?

Basically, you will need to be honest, knowledgeable, friendly, professional, and deliver on your promises.

Exceed their expectations. Set yourself up to succeed. If you think a task will be completed on Wednesday, tell your client it will completed on Friday. Then, when you call them on Wednesday to report that the task has been completed you’ll look like a superstar because you exceeded their expectation. In short, deliver ahead of schedule.

Communicate proactively. Find out why your clients call and stop them from calling by answering all questions ahead of time. In the mortgage business, I found that clients and everyone else involved in the transaction would call for status updates. So I put a system in place to communicate updates to everyone automatically. Now, my phone doesn’t ring because clients get regular scheduled updates.

Give unexpected bonuses. Give your clients some kind of surprise bonus. Give them more than what they expected. Your bonus could relate to your product or it could be in the form of a gift. Here are a few gift giving ideas to help generate referral business:

Before the sale
Try to give your clients something right up front. Try giving clients a $5 gift card before they even agree to do business with you.

During the sales process
Send cookies to both spouses’ work with a thank you note and plenty of your business cards so they can give them to co-workers. This is a excellent technique for creating referral business.

After the transaction is complete
Send flowers to your clients’ home.

Step #2: Collect testimonials

Now that you have wowed your clients, get a testimonial from them.

In fact, it would be a great idea to survey your clients at the beginning, middle and end of the sales process immediately after they have received one of your gifts.

Collect your surveys in writing by using short, quick answer questionnaires – 10 questions or less. Here are sample questions for your questionnaire:

1) Why did you choose to do business with us?

2) Was your transaction closed on time? YES / NO

3) How would you rate our courtesy?
EXCELLENT / GOOD / FAIR / POOR

4) How would you rate our efficiency and speed?
EXCELLENT / GOOD / FAIR / POOR

5) How would you evaluate the competitiveness of the price you received on your product?
EXCELLENT / GOOD / FAIR / POOR

6) Overall, how would you rate the service you received during this transaction?
EXCELLENT / GOOD / FAIR / POOR

7) Have you ever purchased a similar product from a company other than Your Company Name? YES / NO

If you answered YES to question #7, would you say we were:
BETTER / SAME / WORSE

9) Would you recommend us to a friend or relative? YES / NO

These questionnaires will serve as testimonials for the next step in the creation of your referral business.

Step #3: Generate more referral business

Use your client’s testimonial to target everyone in their center of influence. Send your testimonial to prospective clients and referral business partners along with an approach letter.

More on the approach letter in a moment; first, here is a list of potential referral business partners that can be targeted after a mortgage transaction just to give you some ideas:

* HR manager at their work
* Listing real estate agent and that agents entire office
* Selling real estate agents and that agents entire office
* CPA
* Financial planner
* Insurance agent
* The seller of the home on a purchase transaction
* Title Company
* Real estate appraiser
* Neighbors

Now, do you need some ideas for writing your cover letter? To download three approach letter samples visit: www.Mortgage-Leads-Generator.com/a/approachletter.htm

In summary, incorporate these ideas into the way you conduct business and you will automatically deliver such a high level of service that your clients will jump at the chance to tell their family, friends, and co-workers about your service.

Please feel free to reprint this article as long as the resource box is left intact and all links are hyperlinked.

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Of the top 500 companies in the USA only 40 have a company blog. The reasons for this are not yet clear, however some speculate that marketing agencies do not have enough domain specific knowledge to truly comprehend the value of a company blog from a PR, branding and direct sales perspective.

According to Bill Gates a company blog provides opportunities for companies to establish opinion and thought, whilst creating a “human face” to an organization.

Speaking with a blog consultant may help to explain the true ROI that can be gained through effective blog management and implementation; a company blog is an effective SEM (search engine marketing) tool that establishes authority and provides direct sales conversions.

With the rise in social blogging, the commercial sector is set to follow, with companies such as Microsoft already realizing and experiencing the benefits of a company blog. They are able to respond to news as and when it happens, they are able to attain feedback on products, and they have also created a sales platform that speaks with millions of highly targeted customers.

With blog consulting services from search marketing agencies and SEO copywriting firms, the future of commercial blogging will be less about public relations and far more about link building and SEO (search engine marketing). Many companies are finding that a company blog is another sales channel that enters markets that their sales domain cannot enter.

Let’s think about a man who is getting started online – he approaches a website design company and commissions a website design. After two months online, he is disappointed to discover that he attains zero visitors, let alone conversions, through his website.

He starts to look towards marketing, and wants to find out how he can rank his website higher in the search engines. Is this man specifically looking for an SEO company? No. Despite this an SEO company may have a company blog, and they could provide the basic information that is needed to convert this man into a sales lead through taking an authoritative stance.

Through speaking with a blog consultant it is possible to establish an idea of the results that you will attain, and the blog management services that are available to you. A competent blog consulting service should penetrate far less competitive markets than search engines, with blog specific directories and engines providing a format by which leads are less targeted, yet less competitive.

With the recent upsurge of company blogging amongst small and medium size businesses, many are opting for more than one blog on the back of the results that they have attained. Through spreading a message across multiple blogs they are able to represent different angles and keyword phrases in a manner that would be impractical on a sales page.

As link building becomes a more exhaustive and costly task, blogging is an area of the web, where savvy webmasters show a more kind-hearted approach to providing links. A blog can be positioned within or out with a company’s primary domain name, meaning that any residual page rank can be distributed to the sales page from highly content-relevant material.

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