The right way to win referrals! Part 2

"Once your prospect has converted from prospect to client, you need to have a direct conversation about referrals with them," he writes.

But remember to capitalize on other opportunities to mention your need for referrals. McCord tells readers to "Consistently drop referral seeds," though he also cautions against beating prospects over the head about it.

"Simply, gently mention that you're referral-based when the opportunity arises. Prospects and clients aren't stupid and if they hear it enough, they'll put two and two together and figure you'll eventually be asking them for referrals," he writes.

Another clever tip offered by McCord is to set a "referral acquisition meeting." This can be a great part of your follow-up process! After your prospects have purchased your Web solution, follow up with them to ensure they're satisfied and that they've started to establish their online presence. Whether it's a brief phone call or a face-to-face conversation, it won't take much time or effort for you to remind your client about referrals, and mention what you're looking for in an ideal prospect. It's one final way for you to plant those seeds that McCord's talking about!

Finally, he advises readers to go above and beyond merely obtaining a name and number from clients.

"Get a direct introduction from your client to the referred prospect." Whether your client sends a letter or e-mail to the referral, or you take it a step further and schedule a lunch meeting or conference call, it's important for all parties involved to actually connect in a way that optimizes your credibility and helps your referral understand how much value the referring client places in your solution! As McCord puts it, "An introduction turns a name and phone number into a real referral."

The right way to win referrals! Part 1

This week, we've got referral tips from sales trainer Paul McCord! Use them to solidify your relationship with referred prospects.

It's about more than just asking for referrals. McCord explains that referral generation is "a proactive, disciplined process that begins the moment you meet a prospect and continues throughout your relationship with the person or company that generates a consistent flow of high quality referrals."

"Proactive" is the perfect way to describe the referral cultivation process! While you may get leads through word-of-mouth advertising, it's far better for you to actively seek referrals from your clients!

McCord's first tip is a no-brainer: "Let your prospect know you're referral-based!" Your prospects and clients may not realize how valuable referrals are when it comes to the success of your Web site business. That's why you need to have a direct and open conversation about potential referrals. McCord suggests doing this after your prospect has made a purchase from you: