The Fine Art of Referrals
"Just asking" for referrals doesn't work for everyone. Follow these simple tips to make getting referrals easier.
Start here. Getting new business from new business is up to seven times more costly than getting new business from existing customers, according to data by 3D Issue. Make sure your existing clients are the first place you go for new business—you can do this by staying in touch on a regular basis to ensure they think of you first!
Be consistent. Make sure to block time each week for calls, follow ups, social media posts and marketing. This will keep your pipeline from gushing one month and trickling the next. Get training on marketing and learn the ropes on one strategy at a time—for e.g., social media, seminars, or postcard marketing—before moving on to the next.
Create a system. If you treat clients to a mind-blowing experience, you may never even need to ask for referrals. Automate or delegate as many rote business activities as possible, so you can spend time developing your new business ideas.
Be tactical. Create specific opportunities for referrals:
- Hold a topical webinar or "Lunch and Learn," and ask clients and referral partners to invite their contacts.
- Let clients know it's fine to forward your newsletters to friends and family.
- Focus on a niche market—when you become known for specifics, referrals are almost a given.
Don't be discouraged if you don't see immediate results. Generating reliable referral streams isn't difficult—it just takes time and patience.
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