5 Ways To Ask for Referrals

Do you ask for referrals at almost every opportunity?

You need a constant supply of new prospects if you want to grow your business. It’s often called your pipeline.

Referrals can be described as a current client sending another person in your direction. Many consider it the best way to grow a business. Someone else is doing most of the work.

It’s a passive strategy when you wait, an active one when you ask. But are you asking?

Here’s the first rule of asking for referrals: Don’t use the word “referral.” It’s industry jargon.

1. The client who needed help

This one has been around for decades. (There are no “new” ideas.) Someone had a problem and came to you. It might be a home repair. Maybe they wanted to sell their house. You did a spectacular job for them. The problem went away. They are more than satisfied.

Approach: “Is there anyone else I might be able to help?”

2. The person who wanted to learn

There was a change in the tax laws. A client wondered if it applied to them. You are a CPA, so they called and asked. You explained it simply and thoroughly. They were happy. Logically, they know other people in the same boat.

Approach: “Do you know anyone else who would want to learn about this change?”

3. The dissatisfied friend

You do a great job helping your client manage their investments. After presenting their quarterly review, they realize you provide great service. Your primary investment strategy is professional money management.

Approach: “Who do you know that uses professional money management and is dissatisfied with the relationship? I would be interested in talking with them?”

4. The social introduction

You want to meet someone influential. Through LinkedIn you have learned one of your first-level contacts knows them. Business might come long-term, but right now you want a social introduction. You call your first-level contact.

Approach: “This is the type of person I would like to get to know. Would you introduce me over drinks?”

5. The more specific, the better

“Who do you know…” can sound very vague. People’s minds usually go blank. Detailed requests often focus their attention.

Approach: “Who in your office besides yourself will be retiring in the next six months?”

Source: www.bizjournals.com