Referrals are one of the top ways to grow your business. You already know that.
What you may not have realized is that you can exponentially increase the number of referrals you get, dramatically increasing your client base, by doing one simple thing — learning how to ask for referrals.
You see, for whatever reason, many small business people don't bother with referrals. Maybe they just assume their clients will pass along good word-of-mouth about them.
Maybe they find asking for referrals uncomfortable. They hope to get referrals, of course, but they don't overtly do anything about it. So when a job is done, they just walk away, leaving half their dinner on the plate.
On the other side of the table, the client has his or her own concerns — and none of them have anything to do with helping to grow your business and get you more clients. But assuming that you've done good work and the client is satisfied with your performance, it's not that they don't want to help you out; it's that it never enters their minds... unless you ask them.
So do you want to get more clients? Then set aside your squeamishness and force yourself to get in the habit of asking for a referral from every satisfied customer.
How to ask for referrals: Get over your fear of asking
- Remember that most people like to help other people (if there is no negative cost to them).
- Remind yourself that the worst that can happen is that the client says, "No". That's not too terrible, is it?
- Make asking for a referral part of your project routine. With most projects, there's a final meeting with the client, a perfect time to ask for a referral.
Use a script to ask for a referral
At least until asking for a referral has become a habit for you and you are comfortable with asking.
Remember, you're not making an Oscar acceptance speech here.
When you ask for a referral, be sincere and direct. Say something such as,
"I'm really glad that you're pleased with my work. I'd really appreciate it if you'd pass my name along to anyone else you know who would be interested in _____________ (what you do). May I leave these extra business cards with you?"
Leaving extra business cards with a person makes it easier for them to pass your name and contact information to someone else.
Another variation on this script is to be even more direct and ask for names when you're asking for referrals. For instance, you might say:
"I'm really glad that you're pleased with my work. I'm always looking for referrals and wonder if you know anyone else who might be interested in _______ (what you do)."
Pause here and see what they say. Some people will offer some names. Some will say, "Yes, maybe," and not offer any further information. Some will say, "No", but at least you tried.
If they do offer names, take the names down and ask the person if they mind if you contact the people directly or if they would prefer to pass your information along to them yourself. If they don't offer names, just as in the previous ask for a referral script, ask if you can leave some additional business cards with them that they can pass them along.
Tips for Asking for Referrals
- Referrals should always be asked for face-to-face. It's not only more respectful of your clients but more successful. People will always be more likely to do something for someone else if the person is standing right in front of them. (It is acceptable to ask for referrals by email or phone if you work under conditions where face-to-face meetings are not usual or very difficult. For instance, a website designer may create a website for a client on the other side of the country.)
- If at all possible, never ask for a referral when presenting a bill.
- The time that you're asking for referrals is also an excellent time to ask a client for a testimonial, a short written endorsement of your company and/or your work that you can use on your website if you have one and in your other marketing materials such as brochures. (Don't expect anyone to write a testimonial for you on the spot; either leave them a printed card or form that they can use or ask them to email it to you.)
The more you ask for referrals the more you'll get
Don't let your own shyness or fear get in the way of building your business. Referrals will get you more clients. And the more referrals you ask for, the more referrals you'll get — just because the customer knows that you want some. It's a small effort for a great reward.