Having a niche can transform your business!  Watch this interview to find out how.  

As a business owner you want to serve as many clients as you have capacity for.  Sometimes it’s easy to fall into the trap of thinking that finding more business means you have to reach out to ‘strangers’ (people who don’t know you or don’t know someone who knows you) and begin building relationships with them.

While there’s nothing wrong with that approach, don’t forget that there are many people who already know about you who may be willing to give you business.

I know you may not feel comfortable asking people you know for help with meeting new clients, but it’s only a question.  And you may get a yes, I can help or no I can’t help.  But if you don’t ask, you will miss out on all of the ‘yes’ answers.

And a ‘no’ is also valuable information because then you know that. And you can devote your time and energy to the people who say yes.

Asking the question doesn’t mean you are desperate.  Asking is smart and can be done with ease and confidence.

Keep in mind that I’m not suggesting you ask for help from people you have just met or an acquaintance from the past that you haven’t seen in years. 

Referrals to potential clients are given on the basis of a trusting relationship and that takes time to build.

Giving (yes, giving) referrals is also an excellent way to develop trust and build relationships.  So remember to ask people you talk with what THEY are looking for and how you may be able to help them.

Here are four places that you may have overlooked as resources for business from referrals. 

1. INACTIVE CLIENTS

People who have worked with you in the past know you and understand what your business can do for them.  Inactive clients may be open to giving you a referral.  You just need to ask. 

2. CURRENT CLIENTS

When is the last time you asked for an introduction or referral from current clients?  You may think they will automatically do it but the reality is that they have other things on their minds.  They just need a friendly reminder.

3. YOUR NETWORK

People you know well, who are not clients, may also be willing to give you a referral if you ask.

4. FRIENDS & FAMILY

Oddly enough, sometimes the people closest to us don’t really know exactly what we do and who we work with.  Why not take a few minutes and remind your friends and family what you do and ask if they know someone who might benefit from knowing about your business.

In general people do like to help; they are just busy and sometimes need a reminder or clarification about how it is they can help.

Be sure to properly thank anyone who does help you.  We all like to be appreciated and feel like our efforts made a difference.

Start now and discover how it is possible to grow your business with less effort by talking with people you know and asking for referrals.

© Stephanie Ward, 2009

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.

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.

How do you answer the seemingly easy question, “What do you do?”  Do you talk about YOU?  Do you talk about your products/services?  Do you talk about your industry?  Do you explain the process of how your products/services work?

 If you answered yes to any of these questions you are missing an enormous opportunity.

Every time someone asks you “What do you do?” and every time someone reads your marketing materials you have the opportunity to:

* Interest potential clients

* Increase the potential for referrals

* Find out about potential strategic alliances

* Create recognition for yourself and your business

* Position yourself as an expert

Stop right now and take the time to discover how to answer the question, “What do you do?” in a profitable way. 

The bottom line is that in general, people are not really that interested in you and what you do (you may have heard this before, start believing it!).

What they really want to know is what you can do for them.  All of the communication about what you do must focus on the benefits of your products/services, not the features.

Focus on how your products/services benefit the people who use them and the results they can expect. 

Think about the last time you met someone and they told you what they do.  Do you remember what they told you?  If so, would you be able to clearly explain it to someone else?  Your goal is that the people who hear or read your marketing messages remember what you do AND are able to tell someone else.

The first step to answering the question, ‘What do you do’ is to define your ideal client.  The more specific you are, the more success you will have in building your business quickly and positioning yourself as an expert.

The next step is to define what do you do for your clients.  How you benefit them.  When you are clear about these two things, and you can easily communicate what you do, you will feel more confident talking about your business.  People you talk with will easily see exactly how you can help them and hopefully remember what you do!

Here are some examples to get you started (as you can see, you don’t necessarily need to mention your profession!).

- “I work with professional women who want high returns on their investments” (Financial Planner)

- “I create delicious, healthy meals for busy executives that have no time to cook.” (Personal Chef)

- “I help busy doctors find more time to spend with their families” (Life Coach)

- “I rescue stressed out business owners when their computers crash” (Computer Technician)

- “I help stay-at-home moms feel pampered and relaxed” (Massage Therapist)

Try out this formula: I work with (your niche or ideal clients) who are having trouble with (problems your ideal clients face) and who want (what they want to see happen, the result).

Another way to explain what you do is to relate it to a known situation, a common experience. 

So when someone asks you what you do you can say, “Well you probably know how busy doctors are, what I do is I help them spend more time with their families.”

Or, “You know how stay-at-home moms are always taking care of everyone else, well what I do is make THEM feel taken care of.”

You will know you are on the right track when the next question you are asked after you say what you do is: “How do you do that?” 

Don’t wait another minute.  Get started now, grab a piece of paper and write down what you do and then practice saying it.  You can test it out on friends and colleagues to refine and improve it.

Then start using it everywhere (with people, on your website, on your business card) and you will see and feel the difference this makes in attracting more clients!

(c) 2005 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.