The Do’s and Don’ts of Earning Referrals from Women

Women are a megaphone for building your book of business! When women have a good experience, they are much more likely to talk about it than men are. To women, a conversation isn’t substantial unless it’s personal or about people. So, word of mouth spreads faster with women than men.

To encourage referrals from women clients DO:

  • Develop great relationships with your women clients that more than meet her needs. The referrals will flow naturally from this. One financial advisor I know of analyzed his referral sources and found the average number of referrals he received from men was two. The average number from women was 26!
  • Surprise and delight! Give a small, personalized gift to referral sources and the clients they refer to you. Another financial advisor I know makes homemade jam and personalizes the label. It’s a big hit with his women clients!

But DON’T:

  • Bluntly ask for a referral in conversation. Even saying, “Do you know anyone else who could benefit from our services?” puts women on the spot and creates pressure. Women are  more protective of their friends than men are and don’t want to feel like they are putting their friends into a sales situation.
  • Offer a referral points or reward system. If women directly benefit from the referral, they could feel like they are “using” their friends for personal gain.

Follow these tips and watch your referrals multiply!

This entry was posted in Financial Services, Marketing to Women, Selling to Women, Women as customers and tagged , , , , on by .

About Marti

To The Huffington Post, she’s “the High Priestess of Marketing to Women;” to TIME magazine, “the Chief Rabbi of the Sheconomy.” Renowned business guru Tom Peters calls her “the First Lady of Marketing to Women” and says she “is one of the best presenters, male or female, I’ve ever seen.” Marti Barletta shows you how to get more customers, make more money per customer and keep customers loyal longer - simply by getting smarter about women. Her first book, Marketing to Women, is available in 19 languages,” and her latest book, PrimeTime Women, focuses in on the market’s high-spending sweet spot - Boomer women in their mid-life prime – and shows marketers how to use this prime segment’s growth, size and buying power to propel their business for the next 20 years. As the go-to authority on marketing to women, women in leadership and women’s growing role in shaping the 21st century, Barletta has been quoted on CBS, ABC, MSNBC and NPR, as well as in The Wall Street Journal, The New York Times, The Economist, USA Today, Fast Company, TIME, Business Week, Inc., and many other publications worldwide. Ms. Barletta’s consulting clients have included Diageo, Ford, Kodak, Pfizer, Volvo Worldwide and others. A popular speaker internationally, she has enjoyed rave reviews on every continent except Antarctica, including in Australia, Chile, Dubai, Japan and Sweden. She has spoken for hundreds of companies, conferences and associations; and across dozens of industries, including consumer products, financial services, travel and tourism, retail and real estate development, to name a few. She is proud to say that numerous clients have booked her for return appearances. Her dynamic style, command of her subject and passion for her topic make her a popular speaker. Audiences love her practical tactics tailored to the interests of each audience, her lively style and sense of humor, and her memorable stories about men, women and marketing. Specialties:I show you how to attract more customers, keep them longer, and earn more money from every customer simply by getting smarter about today's mightiest market - women.

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