What’s the difference between getting a referral and “word of mouth”?
In both cases, someone recommends you, and you get business.
The difference is that “word of mouth” is passive. It’s something you wait to happen to you.
A referral is something you can (and should) ask for.
If you’re not asking for referrals (or you are and it’s not working), here are four tips I shared in last week’s SMP Office Hours session, on how to get better referrals, more often.
Four Tips for Getting Great Referrals:
1. Think beyond clients. Referrals can come from anyone in your network, not just clients. Don’t be afraid to ask business friends, past colleagues, past employees, and friends or relatives, if it makes sense.
2. Know your best referral sources. Some referrals are better than others. Spend time nurturing your relationships with people who are more likely to give you high-quality referrals and recommendations.
3. Give before you receive. As a general rule of thumb, offer to help your business friends before asking them to refer work to you.
4. Formalize it. Make asking for referrals and testimonials part of your formal “off boarding” process when you finalize a client project.
Here’s how a few SMP members from last week’s session are doing it:
Of course I had to ask my custom-made chatbot, "Artificial Ilise" to weigh in too. “She” shared:
- The 3 best times to ask for a referral…
- Tips to make it easier to ask…
- And even some sample language you can send to clients.
Stay tuned - I’ll share all her excellent answers in the next issue!
For now, watch as I answer the most frequently asked referral questions and talk more about how and when to get referrals in the “Best Bits” from this month’s Simplest Marketing Plan Office Hours:
Do you have a process in place for getting referrals? Share here on LinkedIn.