Referrals Are Your Golden Ticket!

If you're not actively seeking referrals from everyone - clients, friends, networking contacts, family members, etc - you're missing out on a golden opportunity to get in touch with viable leads for your business! And now that we've entered a season packed with warm greetings and social gatherings, we thought it would be a great time to reiterate some valuable referral-gathering tips!

1. Communicate the importance of referrals in your business. We know there's a (valid) concern about being "salesy" when you bring up referrals, but it doesn't have to be a pitch, and it doesn't have to be obnoxious. You can get the message across in a very casual and sincere way during your conversations with clients...no need to make it formal and rigid!
   
2. Tell them who your ideal prospect is. When you approach clients and associates for referrals, you have a golden opportunity to hone in on genuinely qualified leads. For example, you should emphasize that you need to connect with all Decision Makers so that everyone can be involved in the appointment. Or, if there's an industry you like to work with, you could identify characteristics of your ideal prospective client in that arena. You may even want to mention that your ideal referral is a business that acknowledges their need for a comprehensive digital solution and is ready to consider making that kind of investment.
   
3. Set up a meeting. Whenever possible, arrange a lunch or meeting over coffee during which your client can introduce you to the individual(s) they are referring. This can do wonders for your credibility!
   
4. Don't pull a disappearing act. Here's a tip that's especially appropriate for this time of year. If you haven't followed up with clients, get to it! Send a holiday card and reconnect! The old saying "Out of sight; out of mind" is especially true for busy entrepreneurs. Stay visible and you'll stand a far better chance of growing your list of referrals!
   
5. Network & Identify Centers of Influence. Again, this is an ideal time of year for you to get out there and be visible! When you attend networking events, don't discount anyone! Even if the person you're talking to isn't a match for your solution, he or she may be a Center of Influence - somebody who can send an ideal referral your way!