We all know how valuable referrals can be to our growth, and we all want more of them. But getting referrals is a notorious challenge for many entrepreneurs. Even those who do generate word-of-mouth business often don't really understand why those referrals come their way -- or how to go about getting more of them in a systematic, strategic manner.
Generating a steady stream of high-quality referrals is essentially the mission of Bill Cates, author of Get More Referrals Now and Beyond Referrals. Known in many circles as the "king of referrals," Cates has spent two decades building, honing and perfecting a system for generating new business from existing clients -- a system that has lead to amazing results for thousands of businesses both large and small.
Cates believes that referrals are more important than ever in today's environment, where your potential customers are being hammered by thousands of marketing messages a day. A trusted referral that cuts through that noise can be invaluable to you and the consumer.
With that in mind, here are three key moves that you can make right now that will boost your referrals -- and could even ensure that you never have to market yourself again.
1. Identify the real referral givers among your clients.
It sounds counterintuitive, but your satisfied and loyal clients may not be reliable referral sources. For example, research on financial advisors by Advisor Impact showed that while nearly 80% rated their advisors at least an 8 of 10 in terms of overall satisfaction, just 29% provided a referral in the preceding 12 months.
To get a steady stream of ideal referrals, you need to have clients who are truly engaged with you and your offering. In that same study noted above, 100% of the clients identified as engaged clients gave at least one referral.
2. Enhance your referability.
Obviously, then, you want to take steps to enhance your referability by creating hugely engaged clients. Here's how to turn a merely content client into an engaged one who is highly likely to refer:
- Create an initial process that is referable. Create value for the client from the start instead of just trying to make the sale. Having an onboarding process that fosters your referability helps create that feeling of engagement right away. Cates cites one example: Talk about what the future of the relationship between you and the new client will look like. "Lay out for them your client promise -- how you'll stay in touch, how often you'll meet for business purposes, when and where you'll meet and so on," says Cates. "What occurs is that they'll start to feel that sense of engagement before you actually even do any of those things for them."
3. Ask for introductions.
Highly engaged clients are more likely than non-engaged clients to voluntarily provide introductions to prospects. But as the saying goes, if you really want something you need to ask for it. Cates recommends a process called VIPS that will help ensure you don't appear to be begging or putting pressure on your clients.
- Value. Check in with clients about your relationship and ask them to discuss the specific aspects that they have found to be most valuable. Based on their responses, ask them how they feel they are progressing toward their goals and what else they seek from you.
Referrals don't just happen. You have to grow and cultivate engaged relationships with your clients, then approach them with a systematic plan in place. Do those things, and you'll build a true referral machine that generates all the business you need to soar.
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