get more referrals

Why you're not getting more referrals

Yesterday I on-boarded a new client and at the end of the meeting he turned and said "Now I need to ask you for some referrals." As he uttered those words you could feel the dynamic in the room change…in an instant.

It's not that I don't want to give him referrals…I do and I will. It's how he asked.

When you ask like that, it's more about you than me.

And when it's about you, not me…you're not communicating in the language I prefer. The "let's talk about me language."

Now…don't judge me a narcissist just yet, because you KNOW you think that way too…and so do your clients.

Asking in the way my client did was a one way transfer of value. He got it all, and I got nothing. And, most importantly, he didn't offer my contacts any particular value upon introduction.

Sure he's good at what he does…yes, when I refer him he'll do a good job…but that alone isn't enough to earn an introduction.

I'll bet you're asking your clients in this same way…it's common.

And you're probably not getting as many quality referrals as you'd like.

The fix for this pesky little referral problem is to orchestrate the referral. Have a "ceremony", a process, something special and valuable for both your client and the person they introduce you to.

For this new client, we'll create a "referral kit" with some really valuable information in it…information that can only be had if you're introduced by a friend (like being one of the cool kids).

Then, he won't have to beg for something…he'll be giving something valuable.

Big difference.

Not getting the referrals you should? I can fix that.

Take the first step here (it's free) >>

The Ugly Truth About Referrals

Referrals, referrals, referrals... Boy have I been getting a lot of questions about referrals!

  • How do I get more referrals?
  • Why would someone refer me? (good question)
  • What's the best way to get referrals?
  • Don't people get annoyed when I ask for a referral?

For the love of Mike, what is the big hang up with referrals?

Then it hit me...

I said to myself..."Self: They're all thinking about it the wrong way and they don't know it."

Your clients don't refer you to do YOU a favor. They do it to make themselves FEEL GOOD. It's totally selfish.

Think about the last time you recommended a great restaurant to a friend. You probably went on and on about how the edamame was perfectly crisp and the pinot noir was especially smooth.

And you felt good inside because you were turning your friend on to a great experience.

So...when you give great service and ask for referrals you give your clients the opportunity to feel good. Why wouldn't you want to do that for each and every client?

As I outline in my popular 7 Deadly Marketing Sins e-book...there are four reasons you're not getting all the referrals you want:

  1. You're uncomfortable asking (hopefully I've destroyed that mental barrier with the example above)
  2. You don't know how to ask. (the words you use make all the difference)
  3. You don't know when to ask. Timing is everything. Too early and you're not proven...too late and they've lost the mood.
  4. You don't make asking for referrals part of your marketing/selling/fulfillment system. i.e. A line item on the check list of "103 Things we do for each and every client."

Just my two cents...Let me know what's holding you back from getting more referral business? Post in the comments.