What is the first thing that comes to mind when trying to get more customers? Is it advertising? Maybe starting up a new social media campaign sounds better to you? Or are you thinking of going old-school and doing a direct mail brochure?

The fact is, your existing and old customers are your best source for new business, and the best way to get that new business is to simply ask for a referral.

Here are 7 secrets to getting referrals from your clients:

1. Get ready. You need identify your ideal client, or your group (see my blog post on 12/22/2020, “Where’s your group?”) before starting to ask for referrals; your group may have changed since working with that customer. What does your group look like? What age group are they? Do they live in a certain area? Answering these questions now will help you when asking for referrals.
2. Give incentives. Offer to pay for referrals if you can. Offer to give your clients a referral bonus and a discount to their friends if they mention the client’s name.
   If you can’t, can you offer something else? Maybe a free hour of service, or a gift basket? Some companies can’t offer any sort of paid compensation for referrals though, so what about a mention on your web site or social media page with a link (backlink) to their site?
3. Give referrals. The absolute best way to get referrals is to give referrals. There are not many better ways to build trust with another businessperson that to refer people to them. And they will be much more likely to refer right back to you if you do.
4. Be extraordinary. And by that, I just mean do what you say. I can’t tell you how many times I’ve been to a networking meeting where I’ve had a conversation and someone has said: “I just read an article (blog post, podcast, etc.) about that. I’ll get it to you.” But, of course, it never gets sent to me and the next time I talk to the person they’ve completely forgotten about it.
   Listen for opportunities to connect with other people in a meaningful way. You don’t even have to tell them that you are going to send them a link, just do it. And if you really want to impress them, do it before you leave.
5. Timing. You may ask for a referral at the end of a job after the work is finished. It seems obvious, right? But that’s also the time your client is getting the bill. I may be happy with the work someone has done for me, but that doesn’t mean I’m happy paying the bill. And some business owners may not even see the bill, it may go straight to accounts payable. It won’t hurt to ask for referrals in the middle of a job, especially if you hear something like “hey, I like that, great work so far!”
6. Special brochures. Have special brochures or flyers printed up just for referrals. Maybe they have a special coupon or incentive in them that your clients can give their friends.
7. Be respectful. Not everyone can give referrals. Make sure your clients know that they are in no way obligated to give referrals. Let them know you are there for them either way.