Getting Referrals
Getting referrals takes time and work. Just because you do a good job for your clients doesn’t mean they’re going to naturally send you referrals. Attending networking events and making connections with people who could potentially provide you with referrals isn’t automatic, either.
Just like everything else to do with your business, it’s hard work! But it doesn’t have to be drudgery. Once you start asking for and listening for the openings to make a request, it becomes a habit that will help you expand your business and increase profits.
A big part of it is your mindset. Are you excited about your products and services? Do you express excitement when talking about what you do? Is there a smile on your face? Do you think about the many potential clients searching for your products and services and how you are the best option to solve their problems?
Are you confident when you are speaking to a client or friend about passing along a referral (do you even ask?), and when your client or prospect is speaking are you focused on them and being a good listener? Are you making eye contact?
These are all great ways to prepare yourself to ask for referrals. And don’t forget to provide them, too. Find someone that fits a need for this person that is not in your expertise, or suggest their products/services to someone else, and be sure to let them know you referred them. Nothing helps solidify your relationship better than reciprocating.
Create a basic script for asking for referrals and practice it until it is second nature and flows naturally. You’ll be surprised at just how many great prospects are out there just waiting to find you if only you would ask.
Jeannine Clontz, IVAA CVA, MVA, EthicsChecked™, owner of Accurate Business Services is a Virtual Assistant (VA). ABS provides ‘as needed’ marketing support and consulting to busy entrepreneurs. Clontz is a writer, author, VA Coach, and speaker on business topics including business ethics. For her free 10-Step Guide to Finding the Right VA, or her FREE Report, Social Media Marketing Benefits, send a request to: service@accbizsvcs.com. For more information visit: http://www.accbizsvcs.com, www.VAbizcoach.com or her book website http://www.entrepreneurialfreedom.com
Last time we discussed the top five mistakes to avoid when marketing your business, here are the final five!
Without marketing your business could stagnate, or even worse, close. Identifying and correcting some basic marketing mistakes will help you to promote and grow your business.
Many of you broke into a sweat after reading the title, didn’t you? Many don’t have a plan because they believe it’s too hard, too time consuming, or they just don’t know where to start.
You’ve provided some very beneficial information. I have recentedly started a VA business and find networking to be the hardest part for me. I am working on building my confidence when seeking referrals and/or promoting my business face-to-face. I also have a’30 second pitch’, which I’ve read is important when networking.
My biggest fear when speaking to those I don’t know is coming off not sounding professional enough.
Thanks, Tamera – people fear public speaking more than dying, so I can feel your pain. I will tell you that joining a BNI (Business Network Intl. – bni.com) chapter early in my business helped me to get out of my own way as it related to felling comfortable with networking. You might also try toastmasters.com – they are another ‘safe’ group to get beyond your fears.
The best news is that you can be a listener for most of the best benefit of networking – go into it not thinking you’ll even get to say your 30-second infomercial, but finding out about what they do, so that you know whether or not you can help them, or if they could be a good resource to you for referrals.
Beyond that, as you begin to make some friends in the group, you will find that they will be happy to let you bounce ideas off them – like what to say in your 30-second infomercial or to help you create a tagline, etc. Think of it as going to a party and trying to meet people – just be yourself, people understand and like you, have probably experienced the same thing at some time in their lives – be honest and you’ll be just fine!
Hang in there…