Most business owners I talk to give me a blank look when I ask them about what referrals strategies they have in place, or comment that they don’t like to ask as they consider this “pushy” or “cheesy”.

In other words, referrals are left completely to chance!

Yet, referrals are just about the cheapest and best lead generators you can possibly get. So, here is one simple strategy (there are plenty others) that will get your network friends and customers/clients doing what they agreed they would do for you, only better:

A: Networking 1. Don’t be shy! Ask your fellow networkers for referrals. Ask them “Who do you know who you think would benefit from our services?” (We’re assuming you’ve invested some time in a 1-2-1 with them by now.)

2. If they give you some names, follow this up with, “Great! Would you be willing mention my name/firm to them and then ask them if it would be OK if you can pass their details on to me so that I can get in touch them directly?”

3. Then ask, “When you’ve told someone about me can you let me know reasonably quickly after speaking to them so I can follow up the opportunity?”

4. THANK your referrer! And thank them again whenever a prospect comes on board. Make your thank-yous as special as you can.

Offer to do the same for your referrer.

The more you focus on doing this for others, the more you will find they will want to do this for you, and/or help you in other ways. Do not sit and wait, just hoping for this to happen.

B: Customers/Clients

1. Get into the habit of asking customers/clients what they think about your service – and seek suggestions on how this could be improved.

2. When a customer or client has expressed delight at a job well done, don’t be shy, and ask them for referrals too: “Who else do you know who would benefit from our services? Would you be willing to tell them how happy you have been with us”

3. Then, follow this up by, “Great! Would you be willing mention my name/firm to them and then ask them if it would be OK if you can pass their details on to me so that I can get in touch them directly?”

4. Then ask, “When you’ve told someone about me can you let me know reasonably quickly after speaking to them so I can follow up the opportunity?”

5. THANK your client!

This allows you to keep more control of the situation and remove the risk of prospects not getting round to calling you, and you have also received the permission of the prospect to call them. By then, the referrer will also have commented on what a good service you have provided the new prospect. Result – the prospect will already be WARM when you call, improving significantly your conversion rate!

NB – cultivate, and then look after your good referrers; they are like gold to you. Never ever take your referrers for granted.

What other referral strategies do you use that are effective – for generating business for yourself, and for those to whom you generate/pass leads?

Thoughts/comments?