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5 Simple Steps to Get Referrals

Written by: Diana Gelow

Article Overview: I don't have to tell you how important referrals are to your business. If you're a business owner or an independent professional, you know that referrals are the lifeblood of your business.

5 Simple Steps to Get Referrals

I don't have to tell you how important referrals are to your business. If you're a business owner or an independent professional, you know that referrals are the lifeblood of your business. In our effort to get new clients on a regular, consistent basis the one weekly action item of asking our past and current clients for a referral is frequently overlooked. Although referral-generated clients are generally the best in terms of both quality and revenue, many people are not sure how to get referrals. Here is an easy 5 Step process to get referrals and make more money with less effort. 1. Set a referral goal. A rule of thumb is that half of your satisfied clients will give you at least one referral if you ask them. So if your goal is to get 10 referrals in a month, you need to ask 20 clients. 2. Start asking! The vast majority of satisfied clients are more than willing to provide referrals. And this willingness to refer is strong. However, as astounding as it may seem, clients are rarely asked. To make referrals work in growing your business, you must, above all else, systematically ask for referrals. I have found that people don't ask for referrals for two main reasons. One is that they are afraid of rejection. But hey, you already did the hard part--you got someone to use your services. If a client is satisfied with your service, you've not only earned the right to ask for referrals but your satisifed clients are typically more than happy to refer you business...but you have to ask! A more common reason people don't ask is that they haven't learned the right words to say. So here's a little script to follow. By all means, adapt the words to your own style: "The purpose of my call today is to tell you that one of the ways I build my clientele is through referrals from good clients like you. My ideal prospect is someone, like you, who ___________________." Fill in this blank with the characteristics of your ideal prospect. or... "I am expanding my business and I value your help. I've found that my best
source of advertising is satisfied clients. I was hoping you might be able to refer me to others that could benefit from my services." 3. Dig a little deeper. If no one comes immediately to your client's mind, consider prompting him/her with some examples. You might suggest his/her colleagues at work or in professional and civic organizations. Explain specifically the type of client you're looking for. For me, "I work primarily with small business owners, entrepreneurs and sales professionals who want to make more money with less effort." Do you know of anyone that could benefit from my services? 4. Enlist your client's help, if he/she is willing. If a client does give a name, ask, "What would be the best way to approach this person?" You might also ask, "Would you be willing to contact the person to let him/her know I'll be calling?" Many people will readily agree to this request. 5. Make contact and thank within 24 hours. Once you receive the referral it is important you call the the prospect within 24 hours. Once you have made contact with the prospect, call your referring partner and thank them for the referral and follow-up with handwritten personal note and small gift. Don't be surprised to receive a follow-up from them thanking you for the gift and another referral. Many of my clients offer their customers incentives for referrals. It may be a gift certificate to their favorite restaurant or a discount off their bill. There's no doubt that client referrals are by far the most effective prospecting strategy you can employ. So jump in and follow my easy 5 step process and watch your business grow.

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Re: New Infographic: Top Ten Reasons to Partner with Someone - I like it. Simple yet informative. I also RT'd it for you.
Re: Is being too connected pushing your business forward or back - Good advice, Terrycan! Simple but necessary.
Re: How do you get your clients? - I think staying away from gathering clients strictly online when first starting out is probably a good idea. Your first few clients could maybe be people you know, or know through somebody that may require some of your services. Another good way of gaining new clientel is offering your first few clients completely free service in exchange for placing your business card or promotional material in their business if you're doing b2b sales. Referrals are the lifeblood of many small businesses.
Boosting Self Confidence - Thanks Barbara! That is great advice. It goes to removing Toxic people and situations from your life. I like to remind people that they were born - thus granting them worthy to exist. No one can take away or add to your self worth. Simple but true. If you woke up this morning - you deserve to exist. J
Re: Drop out Billionaire - I reveived Bill Bartmann's DVD "9 Steps To Achieve Any Goal" as part of my monthly pack from Success University a few months back. It is a great presentation. I've watched it several times but not for a while so I'll view it again in the coming week. He is one of the greats. Like the best success mentors, he speaks with authority because he has come through much tribulation. His program sounds like a great bargain at $100 a year.


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