A client sent me a great article on how to build referrals in your business. It got me thinking about some other recent stuff I’ve read on building referrals.
Here are some of my take aways:
1. Asking for referrals is one of the greatest ways to build business, but we never do it. If you consistently serve your clients well, then they would probably be happy to send you referrals. They’re just busy (like you) and don’t think about it. Ask!
2. Ask for referrals right after you’ve delivered a superior service or product. Start it this way, “If I was able to add value to you, do you think there is anyone you know that I could help as well?”
3. Setup a process to ask for referrals. Our firm’s marketing person (my wife) has helped me do this in our firm. We have made a list of the top clients that we do a lot of work for, and have strategically put them on my calendar throughout the year to call and ask for a referral. If we didn’t have a process, I would have forgotten. But its working.
4. Tell your referral sources about what you do, and who would make a good client. I often meet with potential contacts just to see what they need and what type of client they are looking for. Likewise, they ask me what type of client I am looking for. We often think of clients that could mutually benefit each other right in our meeting. Very helpful.
5. Meet a lot of new people. This takes a lot of time, but anytime I travel, I’m always looking to meet new people in the city I’m traveling to. Never waste that opportunity to simply make an acquaintance with other people. You never know, maybe the barista’s brother-in-law just told him about a friend’s mother that needs your services. Building your business ALWAYS means building relationships – you never know where it will lead.
6. Now it’s your turn – please let me know how you build referrals… (leave it in the comments above)
Thanks, Jason M. Blumer
-
Jason,
Very good post.
I would add:
7. Thank people for their referrals. Don’t wait until someone becomes a client or customer. Thank them when you get the referral. It’s the person being referred in whose job it is to convert the prospect into a client. If they become a client, thank them again. Personalize this thank you if you can…it will likely lead to…more referrals!
8. Give referrals. This should actually be #1. Your clients and friends will need services and products. Help them by referring them to the best service providers you know. Be proactive about this. Don’t however, do this on a quid pro quo basis.
Keep up the good work.
Regards,
Thomas F. Scanlon, CPA, CFP®
-
Tom, great additions as usual. Giving referrals is so big, I can’t believe I didn’t include that one in my original list. And when you do it expecting no referral in return then you do it from a true point of service. Your clients will see that.
Thanks,
Jason M. Blumer
2 comments
Comments feed for this article
Trackback link: http://thriveal.com/2010/07/28/building-referrals/trackback/