ASK FOR THE REFERRAL
Do you have that one client who has been “surprisingly satisfied” with your work? The client who was somewhat hesitant to get involved in a new project, but has sung your praises since completion of the project? ASK FOR A REFERRAL from this individual.
Often, as business owners, we are hesitant to ask to be referred. Very rarely will someone refuse. They may say, “gee, I’m not sure whose name to give to you”. That is the time for you to make suggestions: one of their vendors, a trusted customer who continues to return for their product or service, a service provider that your client uses, even a brother-in-law or gym club partner!
But, be certain to be the business associate who also provides referrals to your clients or friends who own their business. This is one practice that I have always made certain I continue since I entered the business arena “oh, so many years ago”. I have handed out hundreds of referrals. Not all came to fruition but that never stopped me from recommending on a regular basis.
You possess a unique network of friends, business associates and acquaintances. Don’t be stingy with that network! If you can help a fellow business owner and hesitate to do so, I can almost guarantee that you will regret it one day…the day YOU are seeking referrals!
This is the premise on which social media is based. One person tells another who tells another and it snowballs. Asking once and walking away is a defeatist attitude!
When you send off that monthly email to your client, checking on how things are going, make your last line be a request for a referral. Or, you can even add it to your signature line, such as; “best regards, have a successful week and do me a favor by passing my name along!”
BE CERTAIN to immediately call, email or text the person who does send a potential client your way. A handwritten (yes people DO still write notes) thank you note is an awesome way to send your appreciation.
If the referral that has been sent your way, via an associate or client, results in a substantial project for you, send a gift to the person who gave you the referral. This is where your files of your clients’ interests definitely comes in handy. Makes notes of their interests and send along an appropriate gift that reflects that interest!
