Referrals are the best kind of business lead. Right? The business is yours to lose.
Someone is coming to you to do work for them without you spending time or money to get their business. They trust you and want to work with you based on a good word from a friend or business associate.
Many times such referrals seem to fall out of the sky. Until you ask, you’ve no idea where they came from or why. You may call it luck or an act of God.
But is there anything you can do to increase the number of referrals you get? You may be thinking, “well no, some of my clients may have liked what I did for them and made a comment to a colleague about how satisfied they were with my work. That’s how referrals happen, isn’t it?”
Yes and no.
Referrals usually come because of good work you’ve doe for someone. But it may not occur to them to pass your name along to some of their associates as a source of, say, good copywriting. It’s not that they wouldn’t but they just don’t thnk of it. That’s where you can help them.
They are happy with your work and would be glad to help you IF YOU ASK. The old “ask and you shall receive. Knock and it shall be opened.” truth.
I had an experience of that recently. I was thinking about ways to increase my business. So I e-mailed a client that I had done a few projects for and asked her if she knew of anyone in her organization that could use my help. She said she would be glad to do that for me.
Well a few weeks later I got a call from someone in her organization who said that I had been referred to her by the woman I’d asked for help. She wanted to know whether I would be interested in writing a certain type of direct mail package. I said yes and got the job and it turned out well.
So help your clients to help you. Ask Them!
Until next time.