Wouldn’t you love to receive a phone message or an email like this?
“Hi [fname], my friend Jane gave me your number. You’ve been helping her with ________ and I’ve been having a similar problem. She’s really enjoyed working with you and has been raving about the results. I’d like to hire you to help me too! Can you please let me know when is your next available appointment? I’m eager to get started!”
Of course you would! That would mean because of the great work you’ve done to serve your client and solve her problems, she’s become a raving fan and is telling others about you. So, what would it take to create a steady stream of such referrals in your business?
Here are three PROVEN strategies:
- Create referral agreements with like-minded “Power Partners”. “Power Partners” is a concept taught by BNI (Business Networking International) where you partner up with complementary service providers in your networking group.For example, if you are a professional organizer, reach out to a real-estate agent, an interior designer and a personal chef to create a referral agreement. Each of these individuals could be considered one of your Power Partners. All of you are committed to making sure your clients have a comfortable, functional home space and lifestyle. And likely your clients will at one point or another need the services of these other professionals and vice versa. Wouldn’t it be great if each time one of your Power Partners enrolled a new client they introduced you as a way to complement the service they provide? Do you see the potential if each of your Power Partners enrolls an average of 1 new client per month? That could mean 3 HOT leads for you EACH month!Here are some other examples to consider:
- Nutritionist → Acupuncturist → Yoga Instructor → Pilates Instructor
- Financial Advisor → CPA → Bookkeeper → Insurance Agent
- Virtual Assistant → Bookkeeper → Web Designer → Business Coach
- Ask for referrals. Yes, I know this seems simplistic. It may even feel intimidating. But, asking your existing and past clients to introduce you to those in their network is a perfectly acceptable way to grow your business.This is particularly easy to do when a client has just experienced a noted significant success in their work with you. Perhaps their office is now completely organized and functional. Or you’ve helped them to get rid of a nagging pain in their shoulder. Or you’ve just helped them to successfully launch a new product or service.While congratulating them on their success, you can simply ask, “I’m wondering, do you know of anyone else who would like to experience similar results?” They’ll likely say yes and excitedly tell you all about their friend or family member. More importantly, they will introduce you to that person so they can enjoy the same results. (Plus, it gives them another opportunity to share their story!)
Offer a gracious and generous thank you to those who do refer business to you. When someone in your network does refer a client lead to you, don’t take that lightly! Show your appreciation by promptly sending a thank you card and a gift. Whether it’s a gift card, a delivery of flowers or another gift of your choice, make the time and extend the effort to let that person know how much you appreciate their confidence in your services. Even if the lead doesn’t become a client, you could send a Starbucks card or something similar to thank the referrer. We all love to receive an unexpected gift and you can count on your grateful gesture to keep you top of mind when the referrer connects with other leads. Plus this is just a GREAT way to do business!
Offer a gracious and generous thank you to those who do refer business to you. When someone in your network does refer a client lead to you, don’t take that lightly! Show your appreciation by promptly sending a thank you card and a gift. Whether it’s a gift card, a delivery of flowers or another gift of your choice, make the time and extend the effort to let that person know how much you appreciate their confidence in your services. Even if the lead doesn’t become a client, you could send a Starbucks card or something similar to thank the referrer. We all love to receive an unexpected gift and you can count on your grateful gesture to keep you top of mind when the referrer connects with other leads. Plus this is just a GREAT way to do business!To accomplish this, of course, you must focus your attention on delivering top-notch service and creating a VIP experience for your clients. By adding these simple strategies to the mix, you’ll enjoy an endless flow of highly-qualified leads who show up at your door, ready to purchase your solutions.
Your Action Plan for the Week:
- Make a list of people you know (or want to get introduced to) who can become your Power Partners and reach out to them to set up a referral arrangement.
- Ask your existing clients for referrals to others in their network whom you could assist.
- Decide NOW how you’ll thank your referral partners and purchase a few gifts so you’ll have them on hand and ready to send the next time you receive a referral.
Do you have a success story about how you’ve created a referral based business? Or an idea about how you plan to implement this strategy? Do tell by posting your comments here on the blog!
