Finding your best referral source involves analyzing your existing data and tracking where your most valuable referrals are coming from. It also requires an abundance mindset. We have all built lives and careers based on building and nurturing relationships. Now is the time to think about the many opportunities to enhance those relationships by helping them add more value to others. Whether it is looking for referral source meaning, or analyzing specific referral sources- the goal is to provide more focus to your referral marketing efforts.
Start by clarifying what you consider a valuable referral. It might be based on the quality of the leads, conversion rate, or lifetime value of the customers referred. Knowing your objectives will guide your analysis. Consider both sides of the referral equation – your ideal end user/customer/client and then your ideal referral sources.
Implement a system to track the source of every referral that comes your way. This can be done through various means, such as using unique referral links, tracking codes, or asking new customers how they heard about you during the onboarding process. You can use comprehensive marketing platforms such as HubSpot, and/or leverage effective more referral focused software such as ReferMe IQ™.
Gather the data over a specific period (e.g., monthly, quarterly, or annually) and analyze it to identify the sources of your referrals. Common referral sources include:
Calculate the conversion rates, CPC (cost per client) and other relevant metrics for each referral source. Compare the performance of each source against your objectives. As you do, also consider not just the #’s, but the difficulty of task and cost to execute on each referral source. For example, you may have incurred higher cost and difficulty to execute on an affiliate program.
In addition to quantitative data, gather feedback from customers when possible. Ask them how they discovered your business and why they decided to make a purchase or take action based on the referral. This is all about self awareness and decision making based on observational data. A key piece to your analysis will be to determine how referable you may be in the eyes of each referral source. If you want a tool to help you establish a baseline of your “refer-a-bility” in your own mind to start, take this 2 minute quiz.
Once you have analyzed the data, focus on the referral sources that align with your objectives and have the best performance. Allocate more resources and efforts to strengthen these sources further. Putting more chips down on the most productive sources can involve more than funding. It can be shifting resources such as time and staff from less productive sources.
Based on your findings, optimize your referral strategies for the best-performing sources. For example, if social media generates many referrals, consider investing more in your social media marketing efforts or collaborating with influencers. If you have a larger enterprise, you will want to find referral tracking software that provides Enterprise level dashboards that track individual performance, company performance, and overall engagement data.
The market and customer behavior can change, so continuously monitor and adapt your referral strategies. Experiment with new referral sources and tactics to see what works best for your business. If you need help, seek out best practices and subject matter experts (SME’s) as MVP resources.
Remember that finding your best referral source is an ongoing process that requires monitoring, analysis, and adaptability. Stay attentive to your customer feedback, your data set, and continually refine your referral strategies to maximize their effectiveness. Get help where needed and go for it! At the end of the day, if you do referrals right- you won’t need to do anything else!
ReferMe IQ™ is passionate about helping organizations build high growth referral-based businesses with their ”state of the art” automated referral platform. Peter S. Velardi is an accomplished senior executive and entrepreneur who has impacted thousands of individuals and organizations to build a fast growing referral based business.
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Post author: Peter S. Velardi