How to get referrals from other industry professionals

5 replies
If you're running a small operation like I am, you know how much of a struggle it can be to be to not only get your foot in the door so to speak, but to also gain credibility with your potential clients in order to eventually close the deal.

Referrals are the absolute best form of lead generation. A referral from a current/former client, or from another reputable source can jumpstart the relationship with anyone you are hoping to do business with. Here are a couple of ideas for generating referrals that have worked for me:
I've reached out to worthy web developers in my area. I've used my local Craigslist market, as well as Google to find them. I specifically targeted developers who clearly do not offer marketing and SEO types of services; they just develop the sites. I also try to align myself with people whose pricing models are similar to mine.

I approach them with the premise that I do not build sites, but I often encounter clients whose Web Marketing needs include a new or redesigned site. I inform them that I am looking for developers to potentially refer my clients to for their website needs, since I don't do that.

This is my 'in'. When you approach someone with the intention of sending them business, they will be much more receptive to hearing about what it is that you do, and how you can help their clients be more successful.

I've also contacted other people who offer similar services as myself, but not exactly what I do. For example, I don't offer social media management services, or anything to do with SMS or mobile stuff. When those needs arise, I like to have people I can reach out to.

I use my blog to demonstrate expertise. My potential clients will almost always Google my name before they make contact. I've taken discovery meetings where they will make references to stuff I'd written a year ago. My blog provides a solid foundation that serves to soften credibility and trust barriers before a conversation even takes place.

I also do contract work for a large agency in my area. Although I simply work for an hourly wage whenever they contract through me, it affords the opportunity to get referrals. They have a client base that includes fortune 500 companies, and their rates make working with smaller companies and individuals an impossibility. For that reason, I get referrals from the agency when a potential client of theirs simply can't afford their retainer rates.
All of this brings me to the point - in order to get referrals, you need to be a resource. People aren't going to just send you business. If I can't help someone out with my services, I always try to point them in the right direction. This is the same of everyone else. If you deliver after someone refers you, it reflects very well on the referrer.

Lets get a discussion going - what are some of the ways that you get referrals?
#industry #professionals #referrals
  • Profile picture of the author Adrian John
    I think that the fastest and cheaper way to get referrals it's by using incentives.
    Either you offer your current clients some free services for a month/free added service or cash for every business that sign with you through them.No need for some other complicated stuff.
    Signature
    ARE YOU A CONSULTANT? Do you have clients who could use MORE LEADS?
    Get them a MOBILE WEBSITE PLATFORM built to stay up with their clients habits.
    More than 50% of their customers buys from their mobile devices now!

    CLICK HERE FOR MORE INFO
    {{ DiscussionBoard.errors[3802653].message }}
    • Profile picture of the author TSDMike
      Originally Posted by banditu View Post

      I think that the fastest and cheaper way to get referrals it's by using incentives.
      Either you offer your current clients some free services for a month/free added service or cash for every business that sign with you through them.No need for some other complicated stuff.
      My post wasn't about how to get referrals for existing clients - it was about how you can network with other professionals in your line of work to get referrals.
      {{ DiscussionBoard.errors[3805949].message }}
  • Profile picture of the author MaxReferrals
    Great post TSDMike! We all need reminding a referral = risk,
    and people don't want to get screwed by looking bad
    recommending people to others.
    {{ DiscussionBoard.errors[3810886].message }}
    • Profile picture of the author AbsoluteDominance
      Great post. I like the idea. I have found that a lot of web designers claim to do search engine optimization but they really don't have any idea how to do it. What are your thoughts for approaching design firms that claim to do it but don't know what they are doing?

      Boss
      Signature

      Some times you just have to take life by the throat and shake a little more out.

      {{ DiscussionBoard.errors[3810970].message }}
      • Profile picture of the author TSDMike
        Originally Posted by AbsoluteDominance View Post

        Great post. I like the idea. I have found that a lot of web designers claim to do search engine optimization but they really don't have any idea how to do it. What are your thoughts for approaching design firms that claim to do it but don't know what they are doing?

        Boss
        Thanks for the kind words. My opinion is that you should align yourself with firms and individuals with a track record for success and that conduct themselves with integrity.

        There are a lot of pretenders - let's face it: this is a pretty easy industry to get into. You can learn the basics for free just by reading this forum and a handful of blogs. The thing is, it's one thing to understand the concept - execution is quite another.

        All web design firms will have a site that contains their portfolio. Look at the sites they've done. Look at how well optimized they are, look at the source code of those pages to see if they are implementing the on-page SEO attributes properly. Use SEMrush.com to see how many keywords they rank for organically. Use the Yahoo Site Explorer tool to check their inbound links. This will all paint a picture as to the level of ability they have*. You really won't know for sure until you reach out to them and have a conversation - but if you see that they are churning out a bunch of ****ty sites, they aren't providing a legit SEO service and should probably be avoided.

        *One thing though - you should give them the benefit of the doubt when checking their portfolio. They may have clients who just want a site thrown together and turned live - you can't fault a firm if their client doesn't want to pay extra for SEO services.
        {{ DiscussionBoard.errors[3811903].message }}

Trending Topics