Tracking where your business referrals are coming from is one of the most important tasks you can do!
Referrals can come to you from many different directions. Some will come from people you meet at networking events, some may come to you from your existing customers, and others may come from your trained Referral Partners. You will never know where they are coming from if you do not take the time to track your business referrals.
Every time someone calls, ask the simple question, how did you hear about us? Open a spreadsheet and track every customers or prospective customers response to the question.
This simple task will allow you to identify where you may want to spend more time or money. If you find you have one person who is acting as your advocate you will want to find ways to thank or reward that person.
Spending Your Time Wisely
Maybe you find that all the time you have spent at a particular organization has not paid off as well as you thought, but the place where you have been volunteering has had the added benefit of being a gold mine of potential clients. Now you will be able to make a sound decision about where you are spending your time.
Until you start tracking your referrals, its all guesswork and you may be ignoring some of your best sources. Take the time and I promise you it will pay off!