7 Ways To Get More Referrals By Bill Cates, Csp, Cpae

Here are 7 things you need to do to put your business in a position to
attract more high-quality clients through referrals. If you can establish
all, or most, of these strategies as solid habits, you’ll create an
unlimited supply of high-quality referrals.

1. Earn the right to get referrals through the “process” you put your
clients through.
Bring value quickly to every prospect and exceed your clients’
expectations. Think “process” not “products.” Selling a product or
handling a transaction does not make you referable. Putting people through a
process – getting them to think “big picture” does.

2. Have a client-service model that drives your contact with your clients.
Most salespeople and business owners don’t use a formal client-service
model. When it comes to staying in touch with their clients, they wing it.
Guess what? Your clients can tell if you’re winging it. If you want to
maintain a high level of client loyalty and remain referable over a long
period of time, you have to stay in touch with your clients on 2 levels: 1)
Continue to bring value to your relationships (or you’re no longer
necessary); and 2) Build business friendships with your clients. (Hosting
client appreciation events shield your clients against the competition.)

3. Create your own personal sales force with Centers of Influence.
You probably have one or two COI’s who have the ability to send you
referrals. If you have one or two, why not 10 or 12? Think like an
entrepreneur. Create your own sales force. Teach them how well you take
care of your clients and the value you bring to your clients; teach them what
types of people you serve the best (use an Ideal Client Profile); and teach
them the best way for them to give you their referrals.

4. Expand your results by targeting niches.
The best way to create a reputation is to narrow your focus to a group that
has formal and informal ways of communicating with each other. When you
target a niche, you can serve this market better, you become more valuable,
and the referrals flow. Tell one or more of your small business clients that
you’re thinking about targeting other businesses like theirs. You’ll be
amazed at the introductions you will receive.

5. Let all your ‘A’ and ‘B’ clients know you work from introductions
and you value their help in bringing your value to others.
Do all your ‘A’ and ‘B’ clients know that you’re accepting new
clients and that you value their help in reaching others who will benefit
from knowing you? Or do they only see you being really busy -- sending them
the unconscious message that you can’t take on any more clients? Be on a
mission to serve, and let everyone know about it.

6. Upgrade the quality of your referrals by learning as much as you can about
your new prospect.
Don’t just settle for a name and phone number. In fact, in this
do-not-call and caller-ID world, you’ll need more than that. The person who
just gave you a referral is a great source of information that can help you
make a better connection. Learn as much as you can about your new prospect
before you contact them, such as: how they know each other, why it might be
a good match, how the prospect might react to the referral, the best way to
contact them, what you can do to pique their interest, and what your referral
source likes or admires about the prospect.

7. Keep your referral source advised with how you are following up on their
help.
When someone gives you a referral there are 3 things you MUST do to keep the
referrals coming from that source:
1) Follow up on every referral you get as soon as possible.
2) Let your source know you are following up on their help.
3) Thank your referral source with a handwritten note and a small gift.