Ever wondered why you don’t get the number of referrals you would like?
Do you wonder why your best clients aren’t referring their clients and contacts to you?
Definition: A referral is where the person to whom you are being pointed, as a potential client, is in need of your services and is expecting your call.
I put the definition in to separate out referrals from leads. A referral is given when the referrer has already talked about you to someone they know is in need for your services. They will most likely have started the sales process by describing what you have already done for them and said what they thought of the work. At that point the potential referral asks for contact details. If the referrer has already partially qualified the opportunity it only makes your life easier and a successful sale more likely.
Here’s a few tips that should help you get a few more referrals:
- If you ask for a referral you might get one. If you ask for five, you will get one, and possibly two
- Be specific when asking for the referrals. If you know the name of the person you would like to be introduced to, it makes it easier for you to be referred
- When you give a referral, never remember it. If you get a referral, never forget it
- Keep in contact for old clients. Just because they aren’t using your services right now, it doesn’t mean they won’t in the future and they cannot provide referrals
- Ask for referrals just after you have completed a piece of work your client is really happy with.
- Try to give referrals before expecting to receive. They will feel like they need to work towards finding you referrals then
- Get to properly understand your customers. Only then can you properly refer clients to them and you will also get a better understanding of the type of clients they can refer to you
- Check out your customers’ websites to see who they know. Most companies have testimonial pages or client lists.
- Remember that a little bit of the referrer’s reputation comes with the referral. Don’t abuse their trust