How to Turn Clients into Raving Fans with Referral Incentives

Having a client or another service professional refer you to someone in their network is the ULTIMATE compliment.  It shows that they value your work and that you’ve made a significant difference in their life and/or business. It lends credence to your abilities and provides a measure of confidence to those who may be considering your services for their own use.

While having a referral based business is the most preferred method of marketing and advertising, it requires more than just “hanging out a shingle” and being good at what you do.   Receiving referrals is most often the result of having a strong relationship with your clients and referral partners.  These relationships must be developed, nurtured, and respected.  The following are my three favorite strategies for developing strong business relationships and encouraging those in your network to refer you to others:

1. Create an outstanding experience – It goes without saying that you need to provide a great service, but this simple concept is often overlooked.  The goal is that each client, no matter what level they are at, feels like a VIP.  This means focusing your efforts on solving their specific problems.  It also means developing a strong, trusted relationship with your clients.  Your relationship is much more important than the product or service you have to offer and must always come first.  Strive to over deliver, even in seemingly “small” ways, so that your clients can’t imagine working with anyone else. This might mean sending a welcome gift when the client enrolls, creating Q&A opportunities so they are sure to get their questions answered, having a dedicated customer service system – whatever you can do to ensure that their needs are met and that you honor your commitment to working with them.  These “small” touches can make a HUGE impression and will get your clients talking about you to their friends, family members, and colleagues.
2. Teach clients how to refer you to others – To attract ideal referrals, it’s important you educate your clients and referral partners on what your ideal client looks like.  This means that you have to be crystal clear about who is an ideal client is for you.  Then you can graciously share this information with others, such as in your new client welcome kit.  Include a brief description of what types of individuals or companies with whom you do your best work. (Be sure to mention that these individuals probably look a lot like them!) Tell the individual what language to listen for and provide examples of the situations they might encounter when speaking with other folks who need your solutions.  Keep your comments as brief, clear, and specific as possible.
3. Ask for the referral – This is the simplest strategy of all and SO easy to implement.  Don’t be intimidated by asking your clients for referrals.  You have nothing to lose by doing so.  Think about it.  If a professional you hired, performed a great service for you and you got the results you were seeking, how would you feel about referring additional business to that person? You’d feel great about it of course, and be happy to do it!  The same is true for your clients.

   One 11 word sentence can easily open the door to more client opportunities than you can possibly imagine.  The next time a client expresses their appreciation for the work you’ve done, or shares a great result with you, ask them “Do you know of anyone else that might need my services?” If you have already done your job of educating your client about who is an ideal referral for you, they will immediately start thinking of who they know that would benefit from your work and expertise. Voila! A brand new, pre-qualified referral for you! 

By all means when you do receive a referral, be prompt about graciously thanking the individual who sent the business your way.  At the very least you MUST send them a thank you note.  Whether the lead turns into new business or not, it’s preferable that you send a gift, even if it’s a gift card to a local coffee shop or lunch spot.

Of course, you will also want to be prompt about following up with the lead you’ve been given.  Reach out to the contact by phone and email, mentioning the person’s name that referred you.  The referrer will appreciate your expression of gratitude, as well as your prompt attention and care for their contact.  This will likely motivate them to referral additional opportunities to you in the future.

Every referral is an opportunity, and every opportunity to build your business is another step toward achieving your ultimate goal. Good business relationships are about helping each other to succeed, so don’t forget to return the favor of a referral to those who have helped you. Always be on the lookout for ways to refer business to others in your network.  The law of reciprocity will ensure that you consistently attract ideal clients to your business, for whom you can provide services for months, even years, to come.

Which of the strategies shared can you implement in your business next week?  Share your thoughts and your plan here on my blog!

Your Action Plan For The Week:

1. Are you giving your business relationships the attention they deserve and require? Brainstorm ideas for how you can improve and strengthen your current business relationships. Then make a list of what you need to do to implement those ideas, schedule time on your calendar to do so, and secure the help and/or resources you need.
2. Make sure you’re clear on who your ideal client is.  Then start looking for opportunities to share this description with your existing clients and others in your network, so they can keep an eye out for others who are in need of your solutions.
3. Ask for at least one referral. You have nothing to lose and everything to gain, so make this a priority for your business this week.