Keep Calm and Ask for a Referral

Do you do good work for your clients? Do those clients have a network of likeminded people who could probably use your product or services? Of course, it’s always easiest when referrals come our way without having to ask, but sometimes our network needs to be reminded that we are open to and even looking for new business. It never hurts to plant the seed with a few people who know us well and work with us intimately, letting them know that we are seeking referrals.

Notice your resistance to this. It’s understandable that you don’t want to ask your client for referrals. You don’t want to put them on the spot, seem needy, or come across as transactional. I get it—totally makes sense. That said, there are ways to remind, prompt, and ask that are not confrontational, needy, or transactional. Plus, if you do really good work for your clients, you can be almost certain that they will happily make introductions. It’s just not top of mind for them, so a reminder is useful.

Here are three reminders for asking for referrals:

1. Pep talk – Give yourself a pep talk to get past your resistance. Remind yourself that you do excellent work, and there are people out there who could benefit from it; that you have clients who love and respect you and would be happy to make introductions—they just need an occasional reminder that you’re open to new business. Remember that being passive in this area doesn’t serve anyone, including your prospective new client and their business for which you could do great work, not to mention your personal finances.

2. Ideal client profile reminder – Send your current client a few bullets to remind them what an ideal new client looks like for you. Use this as motivation to update your ideal client profile—who they are, the circumstances that would lead them to talk with you, and anything else about the sweet spot where you do your best work. Compose a detailed version for internal purposes and a few summary bullet points you can include in any request for referrals from people that you work with.

3. Stay cool – Once your client makes the introduction, don’t get overly excited in your initial email. Being overzealous might scare your warm prospect away. Focus on the first step in your process: scheduling a brief, introductory call. Don’t assume that you can help; be curious and professional and have high intent to see if there are ways you might be useful to them. Be careful about being too excited and, simply put, play it cool.

If you’d like a few email and LinkedIn InMail examples of how to do this, message me here.

Referrals are the best way to grow your business. You know this. You have clients and business associates who trust you and like you and would be happy to make new business introductions. You do good work. There’s no harm in reminding people that you’re open to new clients and giving a few prompts as to what you’re looking for—it’s as simple as that. I find that this process reaps results in surprising ways. Just by putting yourself out there and being specific about what you’re seeking, good things will come your way. What do you have to lose? Give it a try.

Onward.

Tom

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