Your best clients come from referrals, don’t they?
Think about it. Referred clients are:
- Easier to close, because they come to you pre-qualified
- Generally higher-end buyers
- Practically free
What’s the trick to generating more referrals? I won’t keep you waiting any longer. Here it is:
ASK.
Yes, simply ask for referrals.
I know what you’re going to say next… “But Mary, if people love what I do… do I have to ask? They know I’m in business. They trust me. They’ll call when someone needs me, won’t they?”
The truth is, NO. In general, they won’t. And just for fun…
Here’s a pretty embarrassing example from someone who should know better.
Me.
I’m like you. My clients love the work we do, we have great rapport, they trust me. And I’ve been making the mistake of not asking. For at least <cringe> the last year.
Lately though, as I’ve watched my referrals expert Adam work with our clients to build their referral generation systems, I started thinking I might be missing out.
So I posted a reminder note on my computer and put in my marketing plan to, at the end of every client call, ask for a referral.
The results have been remarkable.
Every time I’ve asked, my client has paused and said something along the lines of, “Actually, yeah, I should connect you with this guy I talked to last week.”
Imagine if I hadn’t asked. Imagine what I’ve missed out on over the last year.
Don’t miss out on business that is literally yours for the asking!
