You're good at what you do, your clients are happy with the service you provide and hundreds of other professionals brag that almost ALL of their business comes through referral . . . So, what's stopping the shower of referrals when it comes to YOUR business?
Here's my guess; you're either simply NOT ASKING for referrals, or you're not asking for them in the RIGHT WAY.
First off, make a shift in the way you look at asking for referrals. Are you currently approaching the topic as if you're trying to get something? If so, there is no doubt that you will end up feeling needy, or worse, like you're begging for business.
On the other hand, if you look at referrals as an opportunity to help more people through your services, you automatically come from a more positive and confident place. To ask for (and get) referrals, set yourself up for success by implementing at least one of the following solutions in your business this week:
1. Ask During Delivery. The VERY BEST time to ask for a referral from a client is when they have just experienced the BENEFIT of what you offer. (A client who happens to be a psychotherapist told me that asking at this particular time taps into the emotional part of the brain and makes your request stick around much longer, thus increasing the odds of your client actually remembering to give your name to her friend). It's at that time that you can say something like, “Great, I'm so happy I was able to teach you how to fill your practice so quickly. I LOVE what I do. If you happen to know of any other self-employed graphic designers who could use my help in achieving the same goal - would you mind passing on my number to her"?
2. Make Giving Referrals FUN for your clients. Hold a contest drawing. For every referral that a client makes enter their name in a hat. At the end of the month/year the name that's drawn wins a great product or service.
3. Refer to Others. This is THE #1 best way to guarantee that you get referrals from both your clients (if they have a business) and your strategic alliances.
4. Ask Prospects Who've Passed On Your Services. If the timing of your service isn't right for a particular prospect, ask them if they know of anyone else in their circle or network who might benefit from what you have to offer.
Let me know when the raindrops start falling in your business!
© Connie Scholl
WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this blurb with it: Connie Scholl, of http://www.ConnieCoach.com teaches self-employed service professionals simple, effective and low-cost ‘client-generating’ strategies that boost sales by 50% or more - guaranteed. " Need more clients? Get your FREE 7-day Marketing e-course at: http://www.conniecoach.com