Building Referrals

There is no doubt that referrals are a cost-effective and credible way to develop your business. There's a few things that you can do to ensure you're maximising your referral opportunities.

Firstly (please forgive me if I'm stating the obvious) you need to provide a great service so that your clients feel comfortable referring you. You should anticipate your client's needs and be proactive in providing your product/service. You should also do little things outside what's expected. For example, if you see an article or idea that might be of interest to your client send it on. Don't wait until you're getting your next order to think of your clients, try to see ways to help them all the time.

Next, you need to be brave enough to ask for referrals. If you are providing a great service you should have no hesitation in asking for referrals. Seize that moment when the client is happy with your work to ask for it. You should also try to make friends with your clients, socialise with them, meet them for a coffee, attend networking events with them, listen to them, take an interest. You'll never be able to anticipate your customers' needs if you don't understand them, to really understand them you need to get to know them.

Lastly, pass referrals your customers' way, to quote the BNI philosophy you need to 'give to gain'.