Want More Referrals? Your Clients Are the Key

In the world of relationship-based sales (whether B2B or B2C), the foundation of success lies in a client-centric approach…period!

When considering strategies to increase referrals, it's crucial to begin with your existing clients, the best source of potential referrals. Why?

To thrive in sales, whether as an individual or an organization, three fundamental questions must be addressed:

1. Why should I meet with you?

2. Why should I buy from you?

3. Why should I refer you?

The first two questions are essential for meeting with and acquiring potential ideal clients.

Once you have satisfied clients, the third question becomes pivotal. Providing compelling reasons for clients to refer you is the key to expanding your network and growing your business.

Here is the real deal: Only your past and current clients can answer all three questions with clarity and strength. That is why we start with them.

There are two basic strategies, both from my latest book, Can I Borrow Your Car?:

Macro: simply put, let everyone (with some discretion) know that you truly love referrals. This strategy should be executed on a daily basis in all kinds of conversations. At its most basic level, it is an amazing research and relationship development process.

However, to make this compelling and not transactional (nobody loves a referral beggar), after saying “I love referrals,” you then transition immediately into this phrase: “My favorite part about referrals is giving them to other people…how can I help you today?”.

Micro: When we are consistent with the ‘macro’ strategy, we will be constantly acquiring powerful data from our client base. We will be learning who they want to meet and also who they know. Using what we know, we then can move to intentionally asking for introductions to specific people that we know they know. This, simply put, is a conversation asking your client if they would be comfortable talking about a possible introduction.

Key point:

1. We are asking how they feel about an introduction…NOT asking for the introduction. Don’t skip this.

2. If they are comfortable talking about the introduction (if not, you really want to know why), then you will be asking for more information to help the two of you come up with the most effective and safe way to be introduced. Be creative, curious, and patient here.

By focusing on delivering exceptional service and value to your clients, you create a strong foundation for generating referrals. Always start with your clients, and let their satisfaction drive your referral strategy.

Related: Predicting Referrals: The Secret to Sustainable Business Growth