How to Get Referrals Without Begging – Part 1

By Daryl Logullo | March 6, 2008 | Popularity: 29% | 5,103 views

Ever feel like you’re begging for business by asking for referrals?

Well… put your sales anxieties aside amigo, because there are quiet ways to communicate your desire to build your business through word-of-mouth. And these referral generating ways won’t make you feel like a used car salesperson. (Nothing against used car salespeople, mind you. Wink)

Problem here, is most people don’t do it. Why?

First of all, there’s a few things you need to face — reality being one of them, of course.

Obviously, sales is necessary to keep your business growing and thriving. But it amazes me how many people say, “Well, I’m not in sales…” or “I hate sales…” or “I don’t like to appear salesy…”

What they’re really saying is, I prefer to be more low-key orsoft-sell. They’re saying, of course I want referrals but I don’t want to come across either…

  1. Strong-arming someone with a canned sales-spiel about “earning business by referrals…” (or whatever).
  2. Appear desperate to a person.

Fine. But next… you need to face the fact that nothing happens without you initiating outward action on your end. And regardless of whether you like it or not, you are in the sales business – Selling yourself. Your skills. Your confidence. Your knowledge.

So Mr. or Ms. Soft-Seller, here are three ways to create such action and generate referrals without feeling like you’re begging:

  1. Get referrals by doing an outstanding job.  The foundation of this is to make sure you are the best at what you do and choose a target market and cater to the needs of those people so you become a valuable resource. When you are able to meet every small need of your target market, the word will get out.
  2. Get referrals by adding a line about referrals to your office sign, business cards, invoices and stationery.  This is simple. But few people do it consistently. Any of the written material used to communicate silently with your clients should bear the line, “Referrals welcome” or something similar to let the people know they’re welcome to tell others about what you have to offer.
  3. Get referrals by staying in touch with your current clients.  Even if you haven’t heard from someone in several months, maintain contact through a call, email or letter.  As you expand your business and offer new services, you can use a newsletter (e-newsletter or old-school) to inform people. Newsletters can be sent by regular mail or email and are a great way to spread the word about what you have because your clients can share them with friends, family and business associates.  Keep copies in your reception area and offer it to new clients during the first interview.

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