Last Friday I found myself sitting alone in the relaxing surroundings of Wrest Park’s cafe. The weather was warm and I was kid free. It’s in these moments that I find the writing starts to flow. Many firms struggle to routinely get more referrals from existing clients, and spend far too much organisational effort and time chasing new clients – rather than mining the potential for more business from their existing clients.
Therefore, I set myself a challenge to find 20 ways to get more referrals from existing clients. I failed in this attempt, but did come up with a credible list of 17.
- Proactively find them referrals
- Organise intimate networking lunches where you and your client bring 1 guest
- Invite your current clients to your events and offer them the opportunity to bring a guest
- Set up a referral scheme for your clients which rewards any successful referrals
- Send a weekly blog post or email to your clients which they will find valuable to read
- Deliver extraordinary client service every time you work with your current clients
- When your client gives you some great feedback, ask them for a referral
- Connect to your clients on LinkedIn and look through their connections. Ask your client for introductions to their network
- Have a relationship plan for each key client so that they hear from you at least monthly
- Connect to your clients on LinkedIn and post up a status update regularly
- Take a deep interest in your client’s business and what is their ideal client, and why. They will probably ask you for the same thing – this is the time to ask for referrals
- When you come to the end of an assignment, have a client review meeting with the client. If the client says great things, ask them for referrals to other people like them who also may need your services
- Follow your clients on Twitter and put them on a list so you can routinely chat with them on Twitter
- Give your clients a card to give to people they know who may want your services – and offer a benefit to both the new client and referrer if the new client signs up.
- Regularly go the extra mile for clients who have referred you or have access to potential clients for you
- Include a PS at the bottom of your emails inviting clients to ask you for introductions to people you may know
- If you have written a book, e-book or useful report give multiple copies to your clients and encourage them to share widely
What else would you add to this list?
- 4 decisions partners will need to take to get more referrals from existing clients
- Why is it easier to win new work off existing clients?
- 14 ways to generate more referrals via business networking [part 2]
- 8 ways to help prospective clients sign up quicker – part 1
- 14 ways to generate more referrals via business networking [part 1]