Did you do an outstanding job for your last client but when it came to asking them for a referral (or even a testimonial) you got all tongue-tied and found yourself blushing through the phone?
Look, you’re not alone! Asking for something from someone can be tricky to do – especially in business.
But here’s a secret – everyone’s doing it and so should you!
Consider this – who would you rather do business with – someone you don’t know or someone who was recommended to you?
We both know the answer.
If I’m going to get my home renovated, I’m going to ask my friends and family if they used a good builder recently. If I need my car serviced, I’m going to look at online ratings and testimonials before I even pick up the phone. If I’m thinking about working with a Physical Trainer, I’m going to see what their results have been like with other members.
It is absolutely imperative that you have referrals and testimonials in place if you want to get more leads.
Connections create business opportunities. Consider the contacts your current clients have and how each of these could be a potential lead for your business. How are you going to tap into that almost limitless resource?
There’s nothing pushy about asking existing clients for a referral. If your clients run a business themselves, then they will no doubt completely understand the reasons for you asking.
Make asking for referrals habitual and ingrained in to your business processes. Seek feedback at the completion of every job and ask your client to recommend you if they were happy with your work. Have a standard email ready to go or follow a script if you find you’re nervous when talking over the phone. Include a request for referrals in client marketing content or use testimonials as examples on your website.
If you attend networking events or webinars always go out of your way to introduce people who may benefit from the new working relationships. If you start to give referrals honestly and genuinely then you will find that people will return the favour in kind.
Look, I’m not going to gloss over it, the first time you ask for a referral from an existing client, you’re going to be nervous.
But try not to be.
Just know that it’s common practice in business and in some circles, it’s expected!
How do I know this? My whole career has been networking and building solid relationships. From when I was a CEO of a corporation to when I started my own business, I’ve been seeking referrals (and giving referrals) for easily 30+ years now.
And if there’s anything I can share with you about getting referrals, it’s this – have an email template ready to go and you won’t need to worry about asking someone face to face or over the phone ever again.
It’s that simple!
Instead of recreating the wheel and spending hours writing copy for standard emails, marketing collateral, or phone scripts – take advantage of this offer that I have just for those of you looking to grow your business and get leads through referrals from existing clients.
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