Q: My business depends on referrals, but I don’t feel comfortable asking my clients to refer me to their clients and friends. Is there an easier way to do this, or should I just suck it up and ask?
Julia Q.
A: Julia, this is an easy one. Yes, you should suck it up and ask. But here’s the catch, you can’t do it until you’ve established a reputation. It takes time to develop trust and confidence and you will have to make sure you either successfully finish the project you’ve been assigned or create a real trust relationship before you ask. You’ve heard the adage that the best way to grow your revenue is with your current clients. But it’s also the best way to spread your business news. It’s a fact that more people hire companies based on personal recommendations than on Google searches. But here’s the catch. Referrals are a two-way business. We always counsel people that they will dry up if you’re not sending referrals back. Don’t ask a client or a customer for a referral unless you know people you can refer back to them. And referrals are a lot cheaper than buying advertising. I tell anyone who refers me that I’m in the hero-making business. In other words, my clients have absolute trust and faith in me that if they refer me to someone else, I’m going to get the job done or try my hardest to do so. That’s the kind of reputation you want to cultivate but it doesn’t have to happen overnight. It takes years of hard work and dedication to your craft (if you’re in a professional services company).
Should I be Asking My Clients for Referrals?
