Every business owner that is looking for clients wants to know how to make it happen. Without new clients you can’t grow, you can’t pay the invoices, you can’t move forward. Well, let’s review the best ways to make it happen.
Today we are going to see a practical way to ask for referrals right now, by talking to your clients. Do you have a client already? Don’t wait any longer. A happy client should have no problem in spreading your name. Even when they love what you do and how you do it, your clients are busy. Make it easy for them to refer you business. This is my proven method to ask for referrals in person:
“Hi [Richard]! How are things doing? [Wait for reply] I enjoy very much working with you and would love to hear how it’s going. Is there anything you feel I could improve in the way I work with you? [Wait for reply]
That’s so good to hear [Richard]! What is your highlight in working with me? Any particular aspect that you find particularly great? [Wait for reply] That’s very valuable feedback, thank you!
On a side note, I wonder if you would like to help me. Would that be alright? [Wait for reply]
I’m looking for new clients to work with. Can you connect me to a few people or companies you know that could benefit from my services right now like yourself? I would like to connect with them if they want to have a brief chat. [Wait for reply]
Fantastic! Do you think you can talk to them between now and Friday and put us in contact? [Wait for reply]“
In the sample conversation that I shared earlier you ask for the referral in person or on the phone. To be honest, same principle applies when you ask on email, online, or at the bottom or your invoices.
Some ideas to help you clients give you referrals have to do with who you ask for. If you have one client, no choice. You have to talk to him or her. If you have many clients though, why not choosing the best of the best? Ask referrals first from those clients you already have a close relationship with. They’re more likely to want to help you faster!
What if you need to improve the relationship with your existing clients to encourage them to give you referrals? Give them valuable stuff frequently. Talk to others about them. Give them referrals yourself. Do not complain of your contacts not giving you referrals. Take the initiative and lead the way by giving them great opportunities.
Can you share useful information with your clients and also other connectors? Have you developed a new solution for your clients’ needs? Share it with them as a link or an email.
“Show your clients you keep them in mind. Not focusing on giving is stopping your receiving.”
What is the best moment to ask your client for referrals? While you are still on the project. Do not wait until it’s finished. It’s a mistake! Notice when your client is most excited about working with you and ask them at that very moment for referrals if at all possible.
And any chance you have, give them thanks for their attempts to refer to you business. Think about making it personal. Call them individually, send them a personalised message. And offer them incentives that work for them considering their behavioural style, their unique personality, interests, likes and dislikes.
Do you feel that maybe you can apply these ideas a little bit more? Let’s make it happen!