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Referrals From Existing Clients

by maverick8
13 replies
Hi Guys,
I really need to start getting more referrals from existing clients. I have referral program attached to each report. But not many clients take advantage of it. Even though it is quite beneficial to them.

I want to know how are fellow warriors getting their referrals from the existing client base.
#clients #existing #referrals
  • Profile picture of the author laurencewins
    Ask. I always ask my existing clients to tell people they know who may need my services. I have had people offer to refer on their own as well but I have picked up some referral work both ways.
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    • Profile picture of the author maverick8
      Originally Posted by laurencewins View Post

      Ask. I always ask my existing clients to tell people they know who may need my services. I have had people offer to refer on their own as well but I have picked up some referral work both ways.
      Thanks Laurence. Do you ask through email or phone? also do you directly ask straight out?
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  • Profile picture of the author laurencewins
    I mainly ask via email as my clients are usually in other countries.
    I do ask straight out...as long as I know they are happy with my work.
    I do writing and proofreading mainly. I did a resume for a guy last week and his email reply was that he was so happy and he would tell all his family and friends to use me if they need a resume or anything else done.

    So you see, some people will volunteer to refer you.
    I also sometimes ask for testimonials if I have been dealing with a client for a while. This helps to develop a collection on my site where people can see that I actually do have happy customers.
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    Writer/Editor/Proofreader.

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  • Profile picture of the author Voasi
    Yes, I typically ask them, over the phone. I also try and get referrals right out the gate. As soon as they sign the contract, I ask them if they know of any other business owners that need help with their marketing. Saying something to the affect of...

    "My company really thrives of the referrals from our current clients. We don't do a lot of active marketing and look towards our clients to refer clients to us, because we've found those are the best clients to work with anyway".

    Works great, but you have to keep following up with them, as business owners are typically busy, so getting the info outta them takes a few phone calls/emails.
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    • Profile picture of the author maverick8
      Originally Posted by Voasi View Post

      Yes, I typically ask them, over the phone. I also try and get referrals right out the gate. As soon as they sign the contract, I ask them if they know of any other business owners that need help with their marketing. Saying something to the affect of...

      "My company really thrives of the referrals from our current clients. We don't do a lot of active marketing and look towards our clients to refer clients to us, because we've found those are the best clients to work with anyway".

      Works great, but you have to keep following up with them, as business owners are typically busy, so getting the info outta them takes a few phone calls/emails.
      Thanks Voasi. Asking after you have establish a good work rapport might get better results.
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  • Profile picture of the author iamchrisgreen
    Just ask. I've tried having a whole referral system in the past, but nothing beats taking your clients for a coffee and at the end just ask them who they know that you could help...
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    • Profile picture of the author Joel
      Here's the key ... when you propose your services to a new prospect, make part of your presentation to them that when you have completed your work & they are very satisfied with what you did, that they will refer you to others ... and get them to agree & they will almost always say okay.

      This way you are getting them to agree in advance & you can go back to them after you have completed your work & when you ask for referrals, you can remind them that was part of the initial agreement. Also, asking for them to give referrals, in advance, is a subconscious sign that you are going to make them very satisfied.

      Joel
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  • Profile picture of the author jayspann
    If it's possible ask in person. And only ask for one, if they give you one, then ask for another... "is there anyone else that can benefit from this awesomeness?"

    It's the power of small commitments and using the "yes ladder" to get them past any resistance.

    Just ask for one and then shut up, till they give one, or it gets really awkward.

    I've also gave them referral "gift certificates" it's a % off or a small service that if they give it away, both the giver and the receiver get the discount or whatever you put on the card. This works great around the holidays. I did this with the chamber and got more calls then we could handle.
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  • Profile picture of the author Carl Fridsjö
    "As you understand, we prefer to look after our existing customers rather than being out searching for new ones. Since I've already got you here, I'd like to ask you if you know of anyone else who might be interested to [insert your strongest benefit]?"
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  • Profile picture of the author maxrezn
    Most of my clients pay me monthly anywhere from $500-$3500. I tell them "Anytime a referral from you turns into a client, I will credit your account $300. Send me 3 new clients a month and you can even be making a profit from me!"
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    • Profile picture of the author Claude Whitacre
      The problem with asking for referrals is that the client has to think of the entire universe to come up with a good name for you.

      I ask, after they have been a client for a few months "How do you like the results you have from my service?"

      "What other business owner have you told about these results?"

      You want someone they bragged to.

      Then I call, from the client's office, and make an appointment.

      They always make an appointment and they always buy. Really.
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  • Profile picture of the author cscalise
    Yeah, I've always been leery about asking for referrals.
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    • Profile picture of the author Claude Whitacre
      The problem is that people are asking questions like:
      "Who else can I talk to regarding their local marketing?"
      The client thinks of everyone they know...and nobody sticks out. So you get "If I think of someone, I'll let you know". And you leave with your tail between your legs.

      Here are the questions I ask and the order I ask them in;

      Are you happy with my service? (I let them elaborate)
      Who have you talked about your results with?
      What did they say?
      Who else did you talk to about this? (I'll do this a couple more times)
      Who should I see first? Why?
      Is there anyone I shouldn't talk to now?

      (I take the best name the client gave me)
      May I use your phone?
      (I call the first name from the client's phone)
      Hi, Bob, this is Claude Whitacre with Local Profit Geyser. I'm here in John's office..Say "Hi" John!...I've done some work for Bob,and he's pretty happy with it, and suggested I give you a call. I promised John that I would show you what I did for him, and he made me promise to tel you whatever you wanted to know about online advertising. When this week, can I stop by and meet you for 5 minutes. I'll ask a few questions, and answer any questions you might have. Fair enough?



      That's about it. Most of the time, they just make an appointment. It's very hard to turn me down, especially when I'm sitting there with Bob. If John refuses, it may irritate Bob. Bob may take it personally. Who knows?

      Anyway, It keeps me busy.
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