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7. Here's something else I could possibly get. You know how
new hairdresser asks you who on earth cut your hair that way? Don't badmouth person who refers. If they aren't good, you shouldn't be referring with them. If they are good, say so. Don't try to steal their client. Use your emotional intelligence and stay in loop.
8. To get referrals, give referrals. That's how I got started. I have a free drawing on my website and there's only one winner a month. I refer ones who don't win to coaches who need pro bono clients to work with. In that way I build relationships with others who're in a position to refer to me somewhere down line. I refer for other reasons, and sometimes for no reason at all except to refer.
9. Premiums, reciprocal arrangements, referral fees. These are ethical in some fields and not in others. If you can, use them. Offer referral fees. Gives gifts and premiums. Most of all, give thanks! If you can't, discount your services, give extra sessions, keep your core group at their original hourly fee when you raise your rates and let them know.
Support possible referral sources in their endeavors--donate a door prize for seminar they're giving, offer to invite some of your clients to it, do a joint-presentation where other person can see you at work, point out (to a vendor) that if your practice/company builds, you'll be buying more X, Y Z from them. Let them get to know you and your work product, and then suggest referrals. There will be plenty of opportunity over time for topic to come up. If it doesn't, bring it up.
Strike while iron is hot. A good time to ask for referrals is right after you've delivered a good product or service.
Carry backup materials with you at all times--business cards, flyers, and brochures that describe all things you do and give contact information.
The major problem is few of us understand fully what another person outside our field does, and your major task it to find ways to bring up range of things that you can do for someone. To do this properly you need time with other person. Therefore build a relationship so you'll be around them enough to do that.
10. When someone refers someone to you, it isn't over, it's just begun. When someone refers a client to me, within bounds of confidentiality, I keep referring person informed. I write or call them to say contact has been made and that I appreciate referral. I inform them of stages in process, with client's permission, i.e., "I've scheduled Carmen to take StrengthsFinders profile," or "Carmen and I will meet on ____." I let people who refer others to me know how much I appreciate it. I always call them and ask them if their client/friend/spouse/business partner was pleased with my services. I ask them for more referrals.
Done right it's a slow process of integrity and good services. It can easily take a year for someone else to feel confident in referring someone to you. It builds slowly but once it reaches tipping point, it's exponential.
Be sure to let other people know when you've referred people to them, because contact is not always made. I call other person or email them and let them know I've referred so-and-so to them.
One way you can hone your skills at making these connections is to work with a coach. There's an art to getting referrals.
Susan Dunn, M.A., Clinical Psychology is the author of "Referrals: How to Get Them & What To Do With Them Once You've Got Them." She's a personal and professional development coach and helps professionals market their services. Email her for free ezine.
