If you’re not getting the referrals and personal introductions to others in your business, you have a problem.

You might not realize that you have a problem. Or worse, you may instinctually know something is whacked because your referral faucet isn’t flowing… and… you’re ignoring that.

Or even worse, you’re making excuses: too busy, too much work to do with current clients, et cetera, B.S.

So, here’s the real reason you’re likely not getting more referrals.

You’re not giving people enough REASON to talk about you!

Plain and simple, people naturally get excited by what excites them!   They enjoy running their mouths.

And the single biggest mistake that destroys your chances for steady business referrals is not giving other people enough reasons to talk about you.

Because, remember:  people can only talk about you once they’ve had an experience with you.

Ask yourself: How can I package my work in a cost-effective, highly-valuable way, that other people can experience what I do? 

•    Can I donate my services?
•    Can I do some pro-bono work?
•    Can I provide a valuable ‘extra’ service to existing clients?
•    Can I offer them something free for a limited time

Again, you’re not giving people enough REASON to talk about you.

Experience with you = referrals and introductions.

Business cards are universal. They’re a way to give details to others about ourselves, and to a lesser extent, our services. So should you use them to prospect for referrals, and generate word-of-mouth and more client referrals?

The short answer is yes. Your business card should give accurate information about your location and services in an eye-catching format, as well as state that you welcome referrals.

Your business card has limited space so every word matters. Considering that you want people to know what you do, where you are, and that you are ready to offer your services to potential clients, what’s the best way to add your referral message?

Use the A-S-I format

• Add a line that you welcome referrals makes clients feel free to spread the word about your services.
• State that you welcome referrals will also make potential clients who have not spoken to you yet feel more comfortable to contact you the first time.
• Include this simple statement on your business card lets people know you are approachable, and you want introductions.

Keep a stack in your reception room, office, car and wallet. After all, when you ask for someone’s business card and they are unable to offer it, don’t you speculate whether they are serious about wanting to do business?

I remember a business colleague once telling me, “I don’t carry business cards. I tell people I forgot mine, let me have one of yours and I’ll send you mine.”

Rather clever. But I never liked that underhanded remark.

Getting clear with “who” you want as new client referrals is paramount today.

The problem, however, is that most professionals are not totally clear on “who” it is they truly want to work with, and the type of referrals they want.

The crazy part of this is that if you’re not 100% clear — how can you ever expect your referral sources to be either? How are they going to know who is an ideal client for you!

You have to start by identifying who you want to be referred to. In other words, the types of people you desire as referrals.

What type of people do you want as new client referrals? That’s why I’m a big proponent of developing your own written, ICP — “Ideal Client Profile.” In fact, an ICP one of the most important pieces of marketing collateral you can ever have!

……………………..

Recapping:

1. Time to get crystal clear on who you want to be referred to, in terms of new client referrals.
2. Write down what these people look like, including demo/info on them on a 1-page doc:
   1. Age
   2. Locale
   3. Income/net worth
   4. Professions
   5. etc.
3. Publish this in the form of an ICP you keep in your marketing materials; Post to your website.

Action Step 1: Get clear (or clearer!) on who you want to be referred to!

Action Step 2: Create your ICP

Action Step 3: Share it with others as opportunities warrant themselves.

What does G.L.U.E. have to do with getting more referrals from clients and introductions.

Click below to hear this short audio lesson today, as I explain my referral acronym…

G.L.U.E.®

This advice will help you understand the process of generating more qualified, affluent referrals and introductions.

That time of the year again…. year-end, and holidays.

You want your clients to tell others about you. That’s the purpose of getting referrals and being introduced to others.

Before you stuff another boring Hallmark in the mail that’s going to hit the garbage can, check out a brand new report (FREE) I just created, “Stellar Year-End Client Appreciation Ideas”

Download Here: Stellar Client Appreciation Ideas

There’s also another bonus report on that page!

Certified 100% quality content.

How do you consistently get referrals from other people… and do so in large quantity?

One of the biggest problems that people have when seeking more referrals from other professionals is simply this:

They do not look at referral gathering (for lack of a better word) from the other person’s point of view.

Here’s how you can overcome this, and generate more referrals for yourself than you can handle.

Focus on these 3 specific action steps.

Action Step #1:  Ask yourself, “Why would this person refer business to me? Why is it important to them?”

Getting referrals may be important to you. But until you fully understand why it’s important to someone else, you have a real problem.

• Ask: Why should referring busines to me be important to you?

Action Step #2:  Understand the risk-association dynamic. People avoid risk at all costs. And they do so even more in business when related to making business or personal introductions to others. They don’t want to get burned.

• Ask:  How do I make sure the person feels comfortable their referral or introduction won’t get screwed up?

Action Step #3:  Make referring business to you  easy. Think of ways that people in your network can create instant buyers for your service. Trial offer, pro-bono advice, educational discussions, volunteer work — these are all touchpoints whereby others can come to experience you and your work.

• Ask:  How do I create buyers for my services?

Best of luck with your referral marketing and building your referrals.