The EASIEST POSSIBLE WAY to Get a New Client -- YOU MUST BE STUPID if You Aren't Doing THIS Already!

Hey Warriors!

Attention grabbing headline aside, this really is the easiest possible way to get new clients. And let's be honest, getting new clients is one of the most difficult things to do when growing your business. I've written quite a bit in the past about how to obtain new clients through cold calling (For a list, see: Top Warrior Forum Posts | Warrior Ben Confidential), but I realize cold calling is not everybody's favorite thing to do. So I decided to write a post on an easier to get new clients.

So what IS the easiest possible way to get a new client?

Simple. The easiest possible way to get a new client is through referrals. At this point you might be thinking, "No sh!t Ben, everybody knows that!" Well I would argue that not everybody knows it, but yeah, most do. At least in theory. What really matters is actually having a plan to get referrals. Sometimes they'll land in your lap, and those great, but you will be able to get a lot more referrals if you go about it systematically.

I have a tendency to write really long, drawn out posts, so I'll hurry up and get straight to the point. Here are 5 things you can do to increase referrals.

1. Start networking in your day-to-day life. In other words, don't be shy about talking about your business. Talk to friends, family, co-workers, or any other people that you run into on a daily or weekly basis. You don't need to push your services, but just casually mention what you do for work in a thought out "elevator pitch" that will be memorable to those you talk to. You never know who they could refer you to.
   
2. Network strategically. Create a plan for networking and stick to it. Find out where your potential customers hang out, both in the real world and online. Look for events like Chamber of Commerce meetings, networking events, conferences, and tradeshows. Online, start joining LinkedIn groups related to what you offer. Go to these places (in person and online) with a plan to talk to a certain number of people. As you progress in your business you will start to figure out your ratios in terms of how many people you need to meet to finally close a deal.
   
3. Build strategic alliances. Look for businesses that offer products that compliment yours and partner with them. You can offer referral fees or even free services for people who bring you business. Chambers of Commerce and other networking groups are great ways to find similar businesses. Once you are seen as somebody who can be depended on you will find it easier to form strategic alliances with others.
   
4. Ask for referrals. This may seem extremely obvious, but it's amazing how many people won't do this. Immediately after closing a sale ask your new customer if they know anybody else who would be interested in your service. You'll be surprised at how often you'll get a referral. Once you've gotten the referral don't waste time in following up. Ride the momentum of your initial sale into another sale as well!
   
5. Have a follow-up strategy. When you get referrals it is important to have a strategy to follow up and stay in touch. If you use something like Salesforce.com for your leads, make sure you add the referral and who referred you. Then call right away. Let the new prospect know how you were referred to them and then set a meeting to meet face to face. This isn't rocket science, just good organization.

So there you have it. 5 things you can do to start building referrals. Now I'm sure I missed some things here, so if you have anything to add, please leave your thoughts in the thread. Do you have a particular system you use for getting referrals? If so, please share!

-Ben