One of the best ways to building your business is referrals. We all have happy clients that would love to pass us a referral or two, but don’t know how to. Or, they just let it slip their mind and never get around to it. It’s our job to make sure that we relay that message without being too pushy or making it feel like an interrogation.
Review these 5 simple steps that I have used in order help me with asking for referrals.
- It’s time to start thinking outside the box when it comes to asking for referrals, and one of the best ways to ask a client for a referral is by offering up some type of incentive. The best way to make this successful is to understand your client or target market and reward them with a gift that they may want for referring someone to you. It can be anything you wish but some great examples would be a spa gift certificate, round of golf, or a chance to win a Samsung Galaxy Tab. (iPad for those of you mac lovers!) People Love to RECEIVE STUFF FOR FREE!! When sending them a gift make sure you follow up with them and thank them personally for the referral. If you are going to run a bunch of different promotions when asking for referrals, make sure you change up the gift regularly.
- Referral-thon! This is a great way to generate more hype when asking for referrals. People love to be a part of almost any type of contest especially if they feel like they are a part of some type of cause. These types of contests can be promoted in your office, client meetings, newsletters, social media & emails. Make sure your potential clients know that you feel confident that your services or product could help their family, friends, neighbors, and co-workers. Make sure there is something in it for the person being referred as well, there needs to be some type of incentive for reaching out to you.
- While we all look for referrals to individuals, don’t forget about asking for referrals to large organizations. By asking for referrals to large organizations you are not only looking to speak with one individual, you are looking to connect on multiple levels. Example: You may know someone who is the head of a human resource department and your product could be small business health care solutions for the employer. By asking to speak with a group of people on this subject you are now expanding your potential reach to not only your primary target, but to a larger group that could give you a greater return.
- Tracking your client’s networks or what I like to call their connections on LinkedIn! Understanding who your clients are connected to is a great way in order to expand your target base. Social Media and platforms like LinkedIn allow you to prospect who your client already knows. So when it comes time to start asking for referrals to specific individuals or companies, you are already ahead of the game. One great feature that LinkedIn also provides is the ability to ask to be introduced, can it get any easier??
- Hitting them on the way out the door. When wrapping up a meeting, delivery of a product or service, or some type of consultation; a great way to ask for a referral is at this precise moment. Most clients will be open to your “elevator speech” on the way out the door and understand that a warm client referral is what you thrive for. It could be exactly how you were referred to them in the first place. So asking them for a referral wont overstep those boundaries.
I hope this information was helpful and you enjoyed reading this post! If you know of anyone else who might find this helpful, please feel free to share this article with your friends, family, co-workers & clients! Please also leave your comments below!