When it comes to adopting effective marketing strategies, referrals are something companies should focus on. This is because referrals are far more likely to convert than leads that have been generated via other marketing methods. The two different types of referrals are reputation and experience and when you design a market strategy, it should target both:
- Reputation referrals - These come from individuals that have heard of your company and business. People that have previously engaged with some of your content online or seen your advertisement are examples of reputation-based referrals.
- Experience referrals - These are a direct result of someone working with your business. Previous clients are classic examples of experience-based referrals.
Strategies to followHere we discuss a few effective referral strategies that will help you generate more leads:
#1 Focus on becoming an industry leaderMany companies have experts on their staff; however, they aren't recognised names outside of their own establishment. The few things you should do to position yourself as a recognised industry thought leader are:
- Update your company blog at regular intervals
- If you have team members with the skills to write engaging and relevant content, they can eventually try to secure guest blogging and contributor positions on various relevant industry websites. This will eventually become one of your primary sources of reputation-based referrals.
#2 Publish detailed case studies & resultsMake it a point to publish comprehensive case studies & the relevant results on your company website; this helps increase referrals in two different ways:
- The subjects of those posts will be keen on sharing with family & friends which can easily spark instant referrals.
- When people visit your site but don't convert, they may also prove to be a valuable asset as future referrals. If they find the published results and case studies to be impressive, they may end up referring your business to people that require your service at a future date.
- When you publish the case study results on your website, it tells potential clients that you are a results-driven company and that helps attract referrals.