7 Ways to Get More Referrals
Dave Lorenzo
Pre-M&A Consultant removing complexity, guesswork, and frustration from business growth and exit strategy.
What is the source of your best new client relationships?
If you are like most of the professionals I know, your best clients come from referrals. Any time someone says nice things about you and takes the time to make a personal introduction to a prospective client, the relationship will be off to a good start.?
Do you receive as many referrals as you should?
Most professionals would say "No."?
But most would insist that doing a good job is enough to get more referrals.?
Isn't it?
Absolutely not.
Even the best professional in the world will not get his fair share of referrals if he does not try to attract them.?
Below are seven ways to get more referrals. How many of them are you currently using?
1). Give Clients Permission to Promote You:?Many clients do not blatantly promote your services because they do not know you want them to. Ensure your clients know that you welcome and appreciate their referrals. Explain to them how valuable a referral is to your business and help them learn to identify your ideal client.
2). Develop the Buddy System:?Find another professional service provider (accountant, real estate broker, doctor, financial advisor) who shares a similar client base. Offer to connect your clients with those folks when they need their services and they will connect you in return.
3). Target a Center of Influence: Certain people in the community have significant influence over others. Members of the clergy and business leaders, in particular, can influence many decisions. Wise professionals reach out to these folks several times each year and make sure they stay "top of mind" with them.
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4). Be a Leader:?People gravitate toward leaders. People want direction, and they want to please a leader. Always take an active role in the leadership of any organization you join. This approach will not only raise your profile it will also make you more attractive to referral sources.
5). Be an expert. Offer educational information in any speech you give or article you write. Use any opportunity for public exposure to educate your community. This will help you attain expert status, making you more attractive to potential clients and referral sources.
6). Give to Others and Be Seen Giving: You will receive more referrals if you give others your time, money, and energy. People want to work with people they know, like, and trust, and it is hard not to like a charitable person. Be a giver and be seen giving.?
7). Show Appreciation:?The best way to get more referrals is to show your appreciation to others when they pass a referral to you. This demonstration of gratitude is as simple as sending a handwritten note or sending the person a small gift (like a box of gourmet fudge or a subscription to the sock of the month club). Showing your appreciation will reinforce the referral behavior and deepen your relationship with the referral source.
These are just seven of the dozens of ways to increase the number of referrals you receive. If you want to keep receiving great information like this, subscribe to my weekly LinkedIn Newsletter using the link below.
Warm regards,
Dave Lorenzo
The Godfather of Growth
Dave Lorenzo earned the nickname The Godfather of Growth because he helps people make offers their clients can't refuse. Also, he does favors. Those favors help you make a great living and live a great life. Call him now: (786) 436-1986
Vistage Master Chair | Executive Coach | CEO Peer Advisory Board Facilitator | Helping CEOs become significantly more successful while working fewer hours so that they can enjoy their lives, businesses, and families.
2 年My favorite: "Give to Others and Be Seen Giving:?You will receive more referrals if you give others your time, money, and energy. People want to work with people they know, like, and trust, and it is hard not to like a charitable person. Be a giver and be seen giving." Thanks for sharing your wisdom!
I love this. Being a leader, giving to others, and showing appreciation come naturally to me. Asking others to do something for me always poses a challenge. It's something I need to work on!
Helping SMBs insource growth plan execution without a full-time PMO using the Executagility Model?.
2 年Thanks @Dave Lorenzo - I need to get better at this one: "?Explain to (customers) how valuable a referral is to your business and help them learn to identify your ideal client."
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2 年Great tips, Dave Lorenzo. I particularly like #4: "Always take an active role in the leadership of any organization you join." Many years (OK, 2 decades) ago, the president of my business school alumni club at the time (I was living in New York City) wanted to hire me to work as an outside consultant to his family-owned businesses. The quid pro quo was that I'd have to run the club's "Leads Councils" (akin to BNI/ProVisors/USA500). I was already a member of one of the 3 Councils, and looked at this stipulation not as a "requirement", but rather as an "opportunity" to - as Dave put it - "raise [my] profile" and "make [me] more attractive to referral sources." And it did.
Helping families build solid financial plans and inspiring them to implementation
2 年Book marking this for future reference. Thanks Dave Lorenzo!