Referrals From People Who Know You

If you’re not actively seeking referrals from people who know you, who have worked with or around you, then you’re missing a major opportunity to bolster your business. Here are three simple tips to help you get more referrals…

1. Weave it into your process. Incorporate your requests for referrals into client reviews, lunches, and quarterly and annual check-ins. Put it in writing in advance as a part of your agenda, then actually ask when you're live. I particularly like including it in the agenda so that once you get to the lunch or the meeting, your client has already given it thought and may have someone in mind.

2. Have a clear snapshot of your ideal client. Don't assume that your colleague or client knows who you're looking for; give them a reminder—a simple, summarized snapshot of your sweet spot and the kind of prospect you're seeking. Be specific in your description to make it easier for them to think of whom they might introduce to you.

3. Get over yourself and just ask. There are templates, not salesy or cheesy, in my book that you can borrow word for word. If people know you, work with you, like you, trust you, it's fine to ask for a referral to a direct connection or put out a general feeler based on what you're looking for this year. It's okay. People like to help. Don't be shy. Just do it.

Onward.
Tom

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