and how to approach your clients.
by august j. aquila
price it right: how to value accounting services
you would think that if you do a good job, you should get all the referrals you need. unfortunately, this is not always the case. sometimes, you must ask clients and referral sources for referrals. and many times, professionals just don’t know how to ask.
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before you set up that next meeting to ask a client for referrals, ask yourself the following types of questions:
- have i provided meaningful service to the client?
- how often do i meet with the client to thank them for letting me serve them?
- what do i know about the client’s business and personal life?
- what is my relationship with the client?
- have i ever received a referral from this client?
- have i ever referred this client to one of my other clients or referral sources?
now, ask yourself whether you know how to ask for referrals and whether you feel comfortable doing so. there are many ways to ask a client for a referral. the best way is to take a positive tone. many times, clients don’t give their professional advisors referrals because they often get the impression from their advisors that they are too busy and can’t take on any additional work. if you are giving that impression to your clients, stop now. you always want to say that business is good, and you are looking for more. don’t worry that you will have too much to do, you can always cull the lower end of your client list to make room.
if you have a good relationship with a client, try saying this at your next meeting. “sara, we both agree that i provide you with great service and excellent profit improvement ideas. even though my business is going great, i am always looking for more clients like you. could you give this some thought? perhaps you know of some business owners that you could introduce me to? i can call you next week and see if you think of someone.”
if you do get a referral from the client, make sure you acknowledge it with a phone call or short written note. i would not thank the person through email. it’s also a good idea to keep the person who gave you the referral updated on the progress you are making. don’t forget that clients put their reputation on the line by referring to you. if you could refer business to the client, do so as soon as possible. i’m sure your clients are always looking for new business as well.
there are hundreds of referrals out there. make sure you get yours.