Do You Ask for Referrals?
Stunning, swift success snatched from epic “fail”
Probably one of biggest “fail” for entrepreneurs and companies is not taking advantage of their loyal customer base to secure new business. The effort is so low for such a big impact. Think: no long nurturing sequences to a cold lead.
I get that you might be embarrassed to ask a client for a recommendation, but if you frame the message and timing right, the results of this word-of-mouth, warm lead referral program are well worth a little effort.You might be embarrassed to ask a client for a recommendation, but if you frame the message and timing right, the results of this word-of-mouth, warm lead referral program are well worth a little effort. Click To Tweet
Add a Simple, New Routine
Perhaps adding some new habits to the client routine would be helpful. I have some suggestions:
1. Once or twice a year, not to be overdone, send clients, prospects, vendors and colleagues a note. Say something simple to suggest you have some openings for new projects or available time slots, new staff and/or greater capacity to take on new clients.
You can leave it at that, or offer a discount, free consultation or assessment for the prospect and a finder’s fee for the connection. Then ask your contacts if they know of someone who might like to take advantage of this opportunity with a request to share your message and make an introduction.
2. At the close of each project, do an exit interview to see how everything went. Make one of your last questions “Can you think of anyone who could benefit from our services? Can we do an introductory call?”
3. Do a quarterly touch. Call clients to ask how things are and how you can help. Are they looking for new employees or resources? Again, it’s another opportunity to see if they can think of anyone to refer you to. When you can, return the favor. Nothing bonds a relationship like coming up with a job candidate or introduction to a possible referral for your client.
Adding one of more of these tips should be a painless way to a shorter sales cycle full of warm leads.