Do You Know How To Get Referrals?

We have heard from our clients in the accounting industry that referrals make the best clients

. Typically a good referral is almost "sold" on you or your firm before you even meet them face to face. They know about you from a client or friend and they have a very good impression of you and what you can offer. Our clients have also told us they close 75% or more of their referrals, they just need more of them. Here are 5 ways to get more referrals.

1. Be Consistent

Your level of service cannot falter. You have to be very good every time. If you are, then you are going to get some referrals. There are clients you have that enjoy telling about the great service they get or how smart their decision was to use a certain person for something they needed. You know the type don't you? Look through your client list and pick them out. Then give them a call and ask them for some referrals. Even if they can't think of one off the top of their head, you will have planted an important seed.

2. Always Be Prospecting

How many people did you talk to yesterday? How many last week? Now then, how many did you ask for a referral? You represent a value to your clients. Ask them if they know someone who might need your help.

3. Use Niche Marketing

You can't be all things to all people and your marketing efforts will suffer if you try to do so. Find some things (you can have more than one niche) you like to do or target a type of client that you like to work with. This will make it easier to create a reputation and build value in what you do.

4. Refer Yourself

When I tell people this I usually get a look as though I have two heads. Some of our clients can't even form a sentence once they hear this one. They usually say "What?" or "Huh?" and occasionally they can get out a sentence such as "How do you do that?" One way is to get published. If you have a newsletter, write an article about something. Using the Internet to get published or producing a newsletter is a lot like referring yourself. You said it/wrote it/told it but it is in story form so you "look" like an expert. Don't have time you say?

5. Network Strategically

As you are networking, work referrals from your business associates. These people may never become clients but will still refer you. This can be at a chamber function, BNI or on the Internet on LinkedIn or Twitter.

6. Incentivize

It is important to make the act of referring the easiest possible. I follow the principle of "KISS" (Keep It Simple Silly). However, an incentive to the client to refer a friend either in the form of cash or gift is the quickest way to quicken the process.

by: Michael Brier

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