On The Grow

November 2003 Applause®

Looking for a great way to grow your business? Independent Executive Senior Sales Director Lisa Anne Harmon of Venetia, PA, recommends customer referrals.

Referrals are so important, Lisa Anne states. I know that when my customers trust me theyre happy to refer family and friends who would enjoy the great products and services I offer.

Lisa Anne considers a referral a great compliment and offers several tips on how to encourage them. I look for opportunities to ask for referrals, like anytime a customer comments on how great a product is. Thats when Ill ask if she knows someone who would also like the product.

You can also customize referral questions. For example in the winter, I might ask customers if they know anyone with dry skin who would like to experience some great moisturizers. Holidays are a great time to ask if they know someone who would like a new glamour look. Then in May, I ask customers if they know anyone whos planning a wedding and wants a makeover. Being specific about the great products and services you offer can really help you build your skills in getting referrals.