Asking For Referrals…

Inspired by an article by Mary Flaherty – Rain Group

In B2B business development, good referrals propel your prospective clients into new clients. It may feel awkward or uncomfortable when you first start asking for referrals. However, the more you practice your approach, the easier it gets. Here’s a few ideas to get you started:

Be referable. To use referrals as a tactic, you need to actually be referable. Be remarkable, trustworthy, genuine, and forthright. Deliver what you promise, when you promise. The people who will be referring you need to be able to speak about the value you provide.

Be clear and build a referral network. It’s important for you to know exactly who your prospective clients are and who within your network can help you get referrals to those prospects.

Ask for referrals. You get referrals if you ask for them.

Build confidence. It’s risky to refer someone. Let your referral network know about your business successes and the problems you’ve helped solve to build confidence.

Be consistent. As with any tactic, ask for and give referrals consistently.

Thank your referral partners. Express your appreciation for getting a referral.

Create other ways to recommend you. There are people who cannot or will not refer you, but they may be happy to give you a testimonial or participate in a case study.

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

 Go Grow!