At Kehorne we work in two separate markets two different brands:
Kehorne Digital is for small and medium sized businesses that need a full service for a scope, design, build, host and manage a website.
Kespoke/Coders on Tap is aimed at marketing companies who need specialist outsource resource to build designs that they have produced for an end client.
We recently gained a new marketing client and are bringing them into the Kehorne fold – it is always an exciting time for us – who does not like getting a new client. But for the new client it is naturally a nervous time. They have done the due diligence and tried us out on a small project before they jumped fully into using Kehorne, but there will still be a period of time where we have to prove ourselves.
Often people feel much happier engaging a new supplier when they have had a recommendation from someone, so I wanted to talk about how important business referrals are.
At Kehorne we realise that the majority of our work comes from referrals from existing clients or people we already know.
This is probably more important to your business than you think and you should be tracking this sort of thing so you are aware of where business is coming from, meaning you can concentrate more effort on the business streams that really work for you.
How do you get more Business Referrals?
There are many ways to get more business referrals and perhaps the most important and obvious way is to actually ask people for them! Sounds simple but often we are feeling too embarrassed to do this – but (assuming) we are doing a good job, people will happily tell others about you!
When you get a referral its important that whoever gave you that referral gets proper credit for this. It is a recommendation on your work and you should always follow up as soon as is practical and remember to thank people for giving you potential new business.
Identifying Potential Business Referrals
Referrals can come from a wide range of sources such as:-
2. Friends / family / personal contacts
3. Your network / acquaintances / previous colleagues
4. Employees – past, current and future
5. Partnerships with suppliers, non-execs, ambassadors, strategic partners
9. Partner agencies, frenemies and agency collaborations
10. Social Media referrals (LinkedIn)
11. Prospects you are talking to
12. Recommendation and referral websites and reviews
13. Accidental / random / fame / unknown referrals
Hopefully this article has been helpful and inspired to ask for more referrals!