Asking for Referrals

When you have worked with a client, do you ask for referrals and / or testimonials???

Let’s look at testimonials first as people may be slightly more inclined to agree (I’ll explain why later).

If you run an online business then you can integrate your shopping cart with (e.g.) Trustpilot and request reviews.? As some of you will know this is hit and miss - there is no real reason for people to do so (ask yourself, do you do it?) but it can be a useful source of at least some star ratings..

There is also a slight danger that some people might feel more moved to comment when things didn’t go so well.? Sometimes this is entirely unjustified as they may write a poor review when, for example, the courier was late, or damaged the goods - instead of contacting you, the supplier!??There is not much you can do about this other than reply politely and say that you would have been happy to help had they contacted you (and that you cannot control what happens once the courier has the parcel).

If you are not online then you can simply request a testimonial verbally or via email.? You can ask them to email you back, or put a recommendation on LinkedIn or Google.? Again, you are dependent on them actually doing it - and I have lost count of the people who agree then just never get round to it (even if they were genuinely delighted with the service).? I have even been asked to write it myself and put their name to it!? If they request this then at least it gets it done, but make sure you run it by them first.

You might also consider online forms, such as I use for workshops, and ask for comments there. In all cases, make it as easy as possible for people to actually do it. They want to help, but they don't really want it to be difficult.

The next level up is to ask for referrals to people they know.? The reason this is a step up is that they are putting their own reputation on the line - if you do a bad job (I know you won’t!) then it may reflect badly on them, who introduced you. However, it can be a great way to get new leads, who are already “warm”!? And, of course, you can join networking groups which work on this principle.

You may also want to offer an incentive, a referral fee, or a discount off future products / services, if that will help to grease the wheel.

Make it part of your process that you at least ask them. It can feel difficult at the start but the more you do it the easier it will become. Nothing beats "social proof" when looking for new business.