Do you know the secret to getting client referrals? (Photo by scfiasco)
We all know referrals are king when it comes to growing a professional services firm. Referrals from your clients, prospects, network, friends, and family members. If only we could get more referrals we’d be able to grow that much quicker.
This reminds me of the best piece of advice I ever heard on the topic. It came from a speech delivered by Alan Weiss. This piece of advice really turned the light on for me and is the true secret to getting more referrals…ready, here it is:
Just ask.
And don’t wait to ask a client until six months after your project is completed. Ask when you are in the heat of the project, when the client relationship is at its strongest, when you are on top of your client’s mind and are viewed as an invaluable resource.
Don’t wait to ask a prospect because you don’t want to interfere with the sale. Ask when you send the proposal over. This is the point in the relationship when your services and value are top of mind and a priority for them. They are more likely to think of others who may have the same issues and find value in your services.
Don’t wait for your friends, family, and people in your network to come to you with a referral. Proactively ask them if they know anyone in your target industry who needs your accounting, consulting, or legal advice.
Trust in the relationships you have. It is okay to ask. Your clients, prospects, network, and family members will not be offended.
Furthermore, people tend to have a short-term memory. When you wait to ask for a referral, the client’s passion will have waned and they will have difficulty connecting the dots between who is in their network and who might need your type of expertise and services.
So, when it comes to referrals, take a page from Alan Weiss’ playbook, as I have, and just ask.
