Referrals from colleagues, clients and friends are extremely valuable to my business. In fact, referrals are one of my top two sources of new business. Approximately 90% of the referrals that contact me, hire me.
To keep those priceless referrals coming, I do the following:
1) I ask each prospect how they found out about me (web, referral, business directory, etc.), so I know where to concentrate my marketing efforts.
2) I personally thank each person who gives me a referral. Sometimes it is a handwritten thank you note or a personal phone call, and other times I give the referrer a gift or gift card, or treat them to lunch, to thank them for thinking of me.
3) To encourage referrals from my existing clients, I include a referral offer in my business agreement. In exchange for every referral who hires me, I'll give two free hours of my services to that client. This provides them with a tangible, quantifiable reason to refer me to others.
4) I refer my favorite professionals (graphic designers, editors, printers, etc.) to colleagues, so they know I'm looking out for their businesses too. Because I often partner with referral sources on projects, these referrals benefit me as well. I refer professionals who are good at what they do and whom I enjoy working with.
What can you do to grow your referrals today?