Top 10 Referral Tips
Referrals, referrals, referrals. Every business professional knows how important referrals are. With them you can work smarter, make more money and grow your business faster than any other method.
In today’s economy, referrals are vital to keep business rolling.
For today’s Top 10 Tips Tuesday, we are going to focus on how to generate referrals. What you should know and how to professionally cultivate more.
1. Ask for them outright. Explain what you do and say you’d like referrals.
The #1 reason people don’t get referrals is that they don’t ask. Just saying you appreciate referrals on your business card isn’t enough. Proactively tell people what you do, why you are unique, the people you work with and if they know anyone that would benefic from working with you.
2. You have to do the courtship before you pop the question.
It takes time. First you have to build your reputation and build it carefully by providing excellent service. When you’re good at what you do, and know it, asking for referrals is second nature. Occasions will arise where it’s the natural thing to do, i.e., “You know, I could help Frederic with that. That’s exactly what I do. Why don’t you have him call me at XXXX.” You also have to have let the other person get to know you enough to trust you.
3. Create an atmosphere where referrals can occur.
This means getting out and about, talking with respect about what you do and about the clients you work with, and letting other people see who you are. Join the Chamber, go to seminars, Rotary, work out at the health spa, attend the symphony, but these aren’t just social events. When you’re in a profession, you ARE the product. It’s possible to be late for lunch, forget names and abuse the waiter and be a good accountant, but it isn’t probable. Be who you are when you’re out, but be the professional who you are.
4. Basically you aren’t going to get them until you don’t need them.
That’s one of those things in life. If you’re desperate for clients (or anything else), you’ll drive it away. People can sense it.
5. What’s in it for me?
It’s not about you. There are a few good-hearted souls who just go about helping other people, but not many. Everyone else is thinking of the repercussions. If someone refers someone to you, what will they get?
6. What could they get?
Here’s something I got when I referred a client to another coach for a service I don’t provide: the client I referred was treated so wonderfully, I received rave e-mail for days from the client. It strengthened my credibility and relationship with my client, who then went on to refer others to me.
7. Don’t badmouth or steal clients.
You know how the new hairdresser asks you who on earth cut your hair that way? Don’t badmouth the person who refers. If they aren’t good, you shouldn’t be referring with them. If they are good, say so. Don’t try to steal their client. Use your emotional intelligence and stay in the loop.
8. To get referrals, give referrals.
In that way I build relationships with others who’re in a position to refer to me somewhere down the line. I refer for other reasons, and sometimes for no reason at all except to refer.
9. Premiums, reciprocal arrangements, referral fees.
These are ethical in some fields and not in others. If you can use them, do so. Give referral fees, bonuses, premiums. If you can’t do that, discount your service to the referrer or give them extra time. Most of all give thanks! Support potential referrers in their endeavors–donate a door prize for the seminar they’re giving, give a joint event where they can see you in action, offer to invite some of your clients to their Open House, mention (to a vendor) that if your practice builds, you’ll be buying more X, Y Z. Let them get to know you and your work product, and then suggest referrals. More than likely the topic will come up. If it doesn’t, bring it up.
10. When someone refers someone to you, keep in touch.
When someone refers a client to me, within the bounds of confidentiality, I keep the referring person informed. I write or call them to say the contact has been made and that I appreciate the referral. I inform them of stages in the process, with the client’s permission, i.e., “I’ve scheduled Carmen to take the StrengthsFinders profile,” or “Carmen and I will meet on ____.” I let people who refer others to me know how much I appreciate it. I always call them and ask them if their client/friend/spouse/business partner was pleased with my services. I ask them for more referrals. Done right it’s a slow process of integrity and good services. It builds slowly but once it reaches the tipping point, it’s exponential.
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This Top 10 List was written by Susan Dunn, M.A., Clinical Psychology, who can be reached at sdunn@susandunn.cc, or visited on the web. Susan Dunn is a personal and professional development coach. She helps people evolve, and helps professionals market their services. Email her for free ezine.
