Tag Archives: client appreciation

Ask for Client Love — Ask for Referrals

referralsReferrals are golden. And when you are a service professional, referrals can mean the difference between thriving and dog paddling.

About a year ago I went to a workshop given by David Frey on how to get more referral business. The presentation was pretty much a big sales pitch to join Send Out Cards under him, but there were some really good points he made along the way.

Make referrals an integral part of your sales process.
David recommended putting a sentence or two in your client contract that states if the client is happy with the service you provide, he or she will recommend two to three others who might also benefit from your service. This technique has two main effects:

  1. It puts the idea in the client’s head to think of people to refer to you.
  2. It makes it easier for you to bring it up later and ask for the referral.

Offer incentives for referring business to you.
There are lots of ways you can do this. You can give clients a discount on future services for each referral. You can offer a cash or in kind prize for referrals. But the idea I really liked was this: Hold a client appreciation event. It doesn’t have to be big. It can be a simple dinner or lunch party. Then, during the event, highlight the client who had referred the most business to you. Thank that client publicly and even plug their business. This is a great incentive for the others at the event, because now they’ll want to be the person being plugged a your next client appreciation party!
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