Getting new clients by referral is one of the most effective, simple, and low cost ways to grow your business.  So how many referrals have you received lately?  How often do you ask for referrals?

It’s exciting to open an e-mail or pick up the phone to find that unexpectedly someone you know wants to introduce you to a potential new client.  Some people will give you referrals without you asking for them.  And while that’s great, it is an unpredictable situation.

Another relevant question is how many referrals have you given lately?  By giving referrals you understand the process better and demonstrate that it’s not only about getting.  And if you’re like me, you enjoy connecting people who can help each other.

The people you give referrals to may not be the same people who give you referrals.  The point is, what comes around goes around in its own way. 

In order for referrals to be an effective marketing strategy, you must create a structured system and stick to it.  This is the best way to generate referrals on a consistent basis.  Asking for referrals randomly or when you remember won’t cut it.

I know from my clients that sometimes they are reluctant to ask for referrals because they are afraid of being intrusive or pushy.  Find a way that feels right for you, and remember it’s just a question.  A great time to ask is when someone compliments your work. 

In addition, think about asking clients before, during, and after they buy from you.  Asking for referrals is like any other skill, the more you do it the easier and more natural it becomes.

WHO TO ASK

- Current clients

- People in your professional networks 

- Strategic alliance partners

WHAT TO ASK

This is actually very important and it’s not just about semantics.  Don’t ask someone this question: “Do you know anyone who might need my services?”

Why?  Because it’s vague and makes it difficult for the person to come up with ‘someone’ because you’re asking for ‘anyone.’

Make it easy for people to give you referrals.  Ask them something specific that is simple to answer.  Ask something like this: “Who is one business owner you know who may need help attracting more clients to his/her business?”  See the difference?

You need to be clear about the next step you would like the person giving you a referral to take.  You can ask them to make the introduction via e-mail and copy you.  Or you can ask the person to phone the person before you make contact.  Another idea is to ask the person to direct the interested person to your website to obtain some preliminary information.

HOW TO ASK

There are loads of opportunities to ask for referrals.  Decide what you feel comfortable doing and commit to taking action.  Think about asking for referrals:

* In person

* On the telephone

* In an e-mail

* Using snail mail (postcard or letter) and follow up with a phone call

In general people you know are happy and willing to help you by giving you referrals.  But, remember it is you who wants something so it’s up to you to check back about your inquiry.  People are busy and can forget about your request.  A friendly reminder can do wonders.

WHAT TO GIVE TO PEOPLE WHO SEND YOU REFERRALS WHO BECOME CLIENTS

Many times the people who send you referrals will let you know.  But that’s not always the case.  That is why you must ask everyone who contacts you how they heard about your business.  That way you are always able to thank people who give you referrals. 

There are infinite ways to thank people who refer clients to your business.  Be creative and come up with things that are valuable to them.  Here are a few ideas:

> One of your products for free

> Free additional services

> Recognition for them in your ezine or blog

> 2 for the price of 1 to an upcoming event

> Training or education to the people who give you referrals

When you know the people who give you referrals well, you can share more personalized gifts like:

> Concert tickets

> Coffee or tea with a cup

> Gourmet food basket

> Designer chocolate

> A relevant book

> Movie passes

> Restaurant certificate for lunch or dinner

Gift or no gift, at the very least do say thank you.  Pick up the phone, send an e-mail, or drop a handwritten note in the mail.  If you like referrals, and want to keep them coming, be sure to thank the people who send them to you.

Are you starting to see how creating a referral system is an easy and effective way to grow your business?  Give referrals, ask for referrals on a consistent basis, and thank everyone who sends you referrals.  And discover how attracting more clients has never been so fun!

© Stephanie Ward, 2008

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com.

It’s one of the first things parents teach their children to say.  You were probably taught this as well, I know I was.  So why do we, as adults, forget to do it so often in business?  Simply saying these two words: thank you. 

You may be thinking that as a business owner you have so many other important things to do that saying thank isn’t a top priority.

Possible reasons you don’t say thank you often enough:

- You’re too busy

- You believe it isn’t necessary

- You don’t think to do it (or you forget)

- You think saying thank you is only for the big things

- People rarely thank you, so why should you bother

There is actually no down side to saying thank you.  Think about it, can you remember a time when someone thanked you for something and you didn’t like it?  We humans crave acknowledgment and feel validated when we receive it.

Benefits of saying thank you:

> People feel appreciated, respected, and valued

> People get to share in the success they helped you achieve

> People feel acknowledged for what they do for you

> People may help again knowing that it is appreciated

> People remember who thanks them (and who doesn’t)

One tip, please don’t say thank you as a ploy or strategy to gain something, only do it if you really mean it.  Sincerity is an integral part of being thankful and if your thank you isn’t sincere, it will show.

Say thank you because you want to and don’t hope, or expect, to be thanked in return.  It’s not about keeping score.

Here are some ideas about who you can thank:

* Clients

* Prospects

* Colleagues

* Partners

* Anyone who helps you with your business

So what is a good reason to say thank you?  This is up to you and varies for each person.  You can thank someone who:

- Buys something from your business

- Gives you an interesting introduction

- Refers you to a client

- Gives you new ideas

- Shares valuable information with you (articles, websites, books)

Saying thank you doesn’t have to cost a thing and it’s easy to do.  If you want to, you can spend a little money and give a small present. 

Ways to say thank you:

* Simply say the words, thank you, on the phone or in person

* Send an e-mail

* Send an ecard

* Send a text/sms message

* Send a brief note by post

* Give (or send) a small gift

The most important thing is that you do it so don’t let the method get in the way.

Of course it is always nice to thank people in a timely way and it is never too late.  Do you know the expression, “better late than never”?  If you are thinking about someone who helped you with your business and you wish you would have thanked them for it, do it now. 

When you thank people you are showing your gratitude.  This is an indirect bonus for you because feeling grateful feels good.  Saying thank you acknowledges the person you thank, benefits your business, and is rewarding for you personally.

It may be difficult to measure exactly how saying thank you affects your business and I promise you, it does make a difference.  The results may not be immediate and remember don’t expect anything.  Just trust that ‘what comes around goes around’ and what you give out comes back to you in some way.    

Saying thank you is a habit and simply requires you to notice, and then acknowledge, the nice things people do for you and your business.  Who can you thank today? 

© Stephanie Ward

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com.