Make It Easy to Ask

It seems to be different today. When I was in High School, I liked dating the girls from other schools. I guess I thought they were more exotic or something. It was fun to be the boy from the other High School. I met a lot of really great people that way and had a very active social calendar.

Of course, it took a little extra work. I had to be introduced. I didn’t know it was called a referral network back then, but I used it very effectively to get dates from all over the city.

I have three sons over the age of 18. None of them have been interested in my “exotic date referral system.” They all date and have a lot of fun, but none of them get to spend time with the type of glamourous women I was able to date.

Sometimes, ya just gotta ask. But ya don’t need to beg. I think most of us understand the value of a referral from a happy customer, friend or even a member of the family… but that doesn’t make it any easier to ask.

Making Referrals an Ongoing Marketing Strategy Will Make it Easier

Just saying that doesn’t make it true. But if you change your attitude about referrals it makes it easier to ask. Steven Canale, a speaker, trainer and author says, “…business referrals are the life-blood of those who are considered truly successful in their chosen profession.”

Jeffery Moses, marketer and author says, “Whenever you have a sales discussion with a new or prospective customer, ask for referrals. This is the standard in business, so don’t be hesitant to do so.”

Your customers expect you to ask, so don’t be shy. The first step to making referrals an ongoing marketing strategy is simple… just ask.

How Do I Ask Without Making it Sound Pushy?

That’s a good question. Start using these 5 inconspicuous things today to make asking for referrals a normal part of everyday. Not one of them makes you appear pushy.

1. Plant Seeds. The next time you begin a customer relationship with someone, make sure they know referrals are an important part of your business. If they found you through a referral, make sure they know that you prefer to work with referrals and that you’re happy to be working with them for that reason. Ask them about the person who referred them to you. “How is Steve, I haven’t seen him in a while?”On the other hand, if the client did not find you by a referral, point out your willingness to work with them as a special exception. “Normally I work with clients referred to me by someone that I personally know. However, I really think I can help you and am excited to work with you.”By letting all of your clients know that you prefer to work with referred clients you prepare them for the request in the future.
2. Look to the future. Sometimes, when you have a new client, it’s awkward to ask for a referral. However, if you ask them to provide a referral for you sometime in the future, you’ll find that resistance will be diminished. It might not exist at all. You may ask, “Mr. Smith, if we agree to work together now, and I can successfully handle this transaction to your satisfaction, would you be willing to recommend me to your friends in the future?”Most people will agree to this request. Of course, now you have to do a good job.
3. Remind and reinforce. Once you’ve prepared them by letting them know you prefer to work with referrals and you’ve done a great job for them, remind them that you would like to work with a referral or two from them.The conversation could go something like this, “Mr. Smith, I sure has been a pleasure to work with you. I hope we can work together again.”“By the way, do you know of anyone else who could use my services? I have the ability to help a few more clients and would like to work with others like you. After you give them my name or number, make sure they ask for me directly, so I know that you referred them.”

   You may want to give your client some business cards or some other promotional material to give to friends and business associates in your behalf.

4. Follow-up. Many businesses find that a periodic phone call asking for referrals is just the ticket. They already know that you prefer to do business with referrals and did a wonderful job for them and others they have referred to you. Sometimes all people need is a little reminder. (By the way, you should be referring your friends and business associates to them as well. Referrals are a two-way street.)
5. Reward the person who gave you the referral. Make sure you let them know the progress of their referral, or at least the successful completion of the transaction. You might also offer to take them to lunch or dinner to thank them for the trust and confidence they have shown in you and your business.

Referrals Without Begging… Does It Get Any Better Than That?

In the Professional Bookkeeper Program, you can learn how to ask for referrals and many other methods that bring clients into your professional bookkeeping and accounting practice. There’s never been a better time to be a professional bookkeeper than right now. And there’s not a better place to begin than with Universal Accounting. The Bureau of Labor Statistics forcasts that the need for skilled and qualified bookkeeping and accounting professionals will continue to grow for as far as they can see into the future. You’ll get the educational tools you need to learn the ins-and-outs of small business bookkeeping. You’ll also get all the marketing education you need to begin a successful and profitable practice. All you need to do is click on the link below and learn how to start your new business today.

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Having a solid understanding of the Accounting and Bookkeeping methods and procedures is a great first step in learning the concepts behind Financial Business Analysis. You will learn to do books for small to mid-sized companies and how to analyze the books to prepare reports. You will learn to interpret reports so that you can advise your clients how to reduce costs and to better understand their financial standing and profitability. Your clients will look to you as an invaluable source of information about the financial health of their organization.

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