Referrals 101

One of the best ways to grow your business is through a professional network. This process usually begins with referrals. The following may help you start or increase your exposure.

Grow your business through a professional network using referrals

1. Create a referral program with complementary providers to exchange referrals. Be sure you only include providers in this network you'd be comfortable recommending to your best client.

2. Recognize and thank your referral sources. This could be with a simple phone call, email, or a handwritten note.

3. Make sure your current clients know about all the products and/or services you offer and how you help so they can either refer others they know.

4. Add a link to a form on your website for referral submissions.

5. Be remarkable; remind clients why your company is special. Give them something good to talk about.

6. Offer a referral commission.

7. Give a referral. It's one of the best ways to get one in return.

8. Use a script to ask for a referral. Say something such as,

• "I'm really glad that you're pleased with my work. I'd really appreciate it if you'd pass my name along to anyone else you know who would be interested in _____________ (what you do). May I leave these extra business cards with you?"

• "I'm really glad that you're pleased with my work. I'm always looking for referrals and wonder if you know anyone else who might be interested in _______ (what you do)."

9. Referrals should be asked face-to-face. It's not only more respectful of your clients but more successful.

10. The time you're asking for referrals is also an excellent time to ask a client for a testimonial, a short written they can e-mail you.