The key is pretty simple!
People refer people they know, like, trust, and remember. The short of it is….friends refer friends. SO, make more friends.
People will generally refer a friends business to another friend over referring another competent professional. Friends listen to their friends advice and recommendations. This is powerful.
You will only get that referral if your relationship is based on trust and a real connection. People are emotional beings. We need that reassurance of trust & connection. Without those two things, a referral will not be coming your way!
Referrals from friends yields four amazing results (all of which we want as photographers):
- Friends who are referred to you, will generally refer their friends!
- Referrals tend to spend more money.
- Referrals from friends tend to be more loyal.
- Nearly a zero cost of acquisition!
Think about that, they will refer you more friends, spend more money, stay more lower, and are cheaper to obtain! Sign me up for that program!
Most business will tell you in an instant that make friends with your customers is a fantastic idea BUT at the same time will say “I just don’t have the time.” or “I just don’t have the resources to do it.”
Having a consistent follow up system, like mailing a newsletter to your clients, will help foster this friendship you so need to flourish. Its NOT the only ingredient but its an important one.
Newsletters is the most economical “keep in touch” marketing system there is.
So, what are you waiting for… go make some friends & keep in touch with them!
George Dean
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