5 Referral Marketing Strategies For Professional Service Providers
Few things are more reassuring in business than an endorsement from someone you know and trust and referred prospects typically have much higher closing ratios than other prospecting methods. If you want more people to recommend you, these tips can help:
1. Lay the foundation.
You can’t expect people to broker an introduction for you. You’ve got to put the idea in their head. Early in the relationship, ask clients if they would feel comfortable referring you once they’re sure you do a good job.
2. Set weekly goals.
Begin tracking the number of referrals you ask for each day, and from whom. Your focus on the activity will naturally increase your “asks” and the number of people who say “yes.” Plus, you’ll also discover your best sources. There are multiple tools that can help you track this activity such as online apps like Google Sheets.
3. Turn compliments into consultations.
Whenever a customer pays you a compliment, follow up with a thank you and a referral request: “Do you know anyone else who can benefit from my services?” You may be surprised by how some people will go out of their way to help.
4. Create more synergy.
One of the most powerful ways to generate more referrals is by referring others. Look for opportunities to refer associates or introduce clients to one another. This is a “give first with no expectations” approach that often rewards the most in the long run.
5. Be specific.
Tell clients and referral partners who you want to meet—retired veterans, newlyweds, etc. People can filter your request more easily and are less likely to feel “on the spot” when thinking through potential contacts.
Don’t forget to thank those who give you referrals. Send a note or small gift, keep them informed, or invite them to lunch. When you stay in touch and share gratitude, they are more likely to refer you again.