Submitted by DEBRA FOSZCZ , Wednesday, 20^th June 2007

From Existing Clients

• Ask them! Most people are afraid to ask their client for fear that they will make a bad impression. Your client doesn’t normally think about referring you to someone they know. It’s just not on his priority list, so don’t expect him to do this automatically. When you ask for a referral, don’t say “Do you know someone?” Be specific. Ask him if he knows someone in the (energy, manufacturing, health care, etc.) industry, or someone who (drives a luxury car, has a speedboat or race car, has children in sports, etc). Most people don’t know “someone” or “anyone”, and usually can’t think of a certain individual when you are vague like this. When you say something specific, the wheels start turning and they will come up with a name for you.
• Your moment of “power” is when your client thanks you for the great job that you have done. You’re in a good position right now because he is thrilled with you. This is the perfect time to ask him for a referral!
• Create a referral program for your clients. If there is a reward for them, they are more likely to work at getting you the referrals that you want. You could give them a gift or gift certificate for each referral, or each referral that turns into a customer, depending on the type of business that you are in. Remember that the reward should be something for them personally, not for the company (i.e. a discount on their next order.) People are much more likely to get interested in something that benefits them personally rather than the company.
• Send a survey to your clients. This has a two-fold benefit. You learn about what your company is doing right (or wrong) and you can ask for a referral in the survey. If this client is happy with your service, they will want to refer you to a friend or colleague.
• Refer business to your client. This is a great way to make your client feel obligated to you. Let him know that you would appreciate any referrals from him also – ask him. This is a great way to stay connected to your customers.


From Your Networking Group

• Show up for every meeting, on time. Referrals won’t come automatically just because you go to a meeting once a month or so. People won’t give you the name of their best client if they don’t know you. People give referrals to people they know, like and trust. (Not much different from customers and who they buy from!) They won’t get to know you if you don’t show up to the meetings regularly. Get there early so that you have more time to network!
• Think of a networking group as a referral source. Inexperienced networkers go to a meeting looking for someone who they can sell to. Instead, think about who these people know that you would like to meet (their clients, friends and colleagues.) Remember that all of us know hundreds of people (yes, hundreds – think of all the contacts in your address book!) They know plenty of people that you would love to meet. Your job is to educate them on which ones.
• Give first, before you expect to receive. When you give someone a referral, they feel obligated to return the favor. They want to help you, too! It will come back to you many times over.
• Let your fellow networkers know exactly who you want to meet. Be specific, just as noted above. It’s easy to say that you can sell to anybody, and maybe you can. But I can’t think of “anybody” right now. If you give me a specific industry or company, type of person, position in a company, etc., I will think of someone for you.
• Be a resource for your customers. Networking exposes you to many different people and businesses. If you know a lot of people, your clients will turn to you as a referral resource. This is a great way to stay connected and develop a strong bond with them!


About the Author: Debra Foszcz is the founder and owner of High Profile (a promotional products company), and a featured show advisor to the “Life Business and Money, with Steven Kay” radio show. If you would like more information on how to maximize your efficiency and improve results in your business, please feel free to contact her directly at 713-849-9927 or email Debra@hProfile.com at any time.

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