How to get referrals from other industry professionals
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.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.
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.
Lets get a discussion going - what are some of the ways that you get referrals?
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