Using Referrals To Grow Your Firm…

Making use of referrals is an excellent way to open doors to new business opportunities. Sometimes when you cold-call, people don’t pay attention, and they don’t call you back. When someone can give you a warm introduction or when you can reach out to your prospect on your own and say someone referred or suggested you try for a meet/greet, you always get better results.

How do you get referrals? You consistently ask and do a good job at asking for referrals. You ask at the right time during a project. During business development meetings, consistently ask: “who do you know would be interested in knowing about us? Is anyone you are working with struggling with the services we provide? Can you give us a warm-introduction? When I reach out to this person, can I mention your name?

In order to make these asks, especially when you are first meeting someone, you have to be remarkable, you have to inspire confidence, and also give referrals to them. Share information.

Create a list of prospects that you want referrals to. When you find out someone in your network works with them, ask them for a referral. Thank them afterwards if it works out.

Be on the lookout to recommend your networking partners to people you work with. Warm-introduce and help people who help you open doors.

Treat your clients as partners. Treat your subs as partners. Treat your networking colleagues as partners. Stand out. Go Grow!