The sign and strength of a great company can often be determined by the number of referrals that it gets from its customers.
However, there are many companies out there that are great but don’t get the number of referrals that they would like or that they deserve. The reason behind this can come down to one simple assumption: assuming that all referrers are built the same.
There seems to me that there are 3 types of people when it comes to referrals:
Segmenting your customers into these groups can help you understand how you can evolve that relationship. Here’s some suggestions for each group that should help with the flow of referrals in your business:
I would suggest that most companies have a distribution of customers that could refer them that goes a little something like this:
If this distribution is right then it shows that every business has huge growth potential in tapping into its customer base.
Does this distribution sound like your business?
Thanks to cbcastro for the image.