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How to Ask for Referrals & Get Repeat Business
freelancecake.com
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Asking for referrals and introductions to new prospects can be uncomfortable. You don’t want to come across as desperate or needy. You don’t want to send the wrong signal to your loyal clients and make them think, “The only time I hear from this guy is when he needs something from me.” “Discomfort is one reason we don’t ask for repeat business and referrals, but the puzzle has more pieces:” We forget to ask.
Discomfort is one reason we don’t ask for repeat business and referrals, but the puzzle has more pieces: “We forget to ask.” We don’t make time to find the right words—language that fits our personalities and particular brand of professionalism.
We don’t make time to find the right words—language that fits our personalities and particular brand of professionalism. “We beat around the bush and don’t make it exceedingly clear what we want people to do for us.” What usually happens is this: I finish your website. You’re happy. We shake hands and go our separate ways. Nine months pass, and I think, “Maybe Louis needs something else.” By the time I get in touch, the relationship is a bit stale. Of course, reconnecting with past clients is as simple as saying, “Hi Louis, I was thinking about you. Is everything still good with your website?” But if I only check in every nine months, I will miss out on opportunities.
What usually happens is this: I finish your website. You’re happy. We shake hands and go our separate ways. Nine months pass, and I think, “Maybe Louis needs something else.” By the time I get in touch, the relationship is a bit stale. Of course, reconnecting with past clients is as simple as saying, “Hi Louis, I was thinking about you. Is everything still good with your website?” But if I only check in every nine months, I will miss out on opportunities. “You have to stay in touch to stay top of mind, and you can find artful ways to follow up, create value, and stay top of mind.” (I share more ideas in this post: “7 Ways to Follow Up with Past Clients and Silent Prospects Without Annoying Them.”)
We beat around the bush and don’t make it exceedingly clear what we want people to do for us. “But if I only check in every nine months, I will miss out on opportunities.” You have to stay in touch to stay top of mind, and you can find artful ways to follow up, create value, and stay top of mind. For example, you can send emails like this:
Wait a second. I’m jumping the gun and assuming that you remember to keep in touch. It is so easy to forget to check in with clients! Here’s what to do to jog your noggin: “Use a simple customer relationship management (CRM) tool to automate reminders.” Create email templates that you can reuse.
Use a simple customer relationship management (CRM) tool to automate reminders. “Create email templates that you can reuse.” Use a CRM to remind you to send emails asking for referrals.
Asking for referrals and introductions to new prospects can be uncomfortable. You don’t want to come across as desperate or needy. You don’t want to send the wrong signal to your loyal clients and make them think, “The only time I hear from this guy is when he needs something from me.” “Discomfort is one reason we don’t ask for repeat business and referrals, but the puzzle has more pieces:” We forget to ask.
Discomfort is one reason we don’t ask for repeat business and referrals, but the puzzle has more pieces: “We forget to ask.” We don’t make time to find the right words—language that fits our personalities and particular brand of professionalism.
We forget to ask. “We don’t make time to find the right words—language that fits our personalities and particular brand of professionalism.” We beat around the bush and don’t make it exceedingly clear what we want people to do for us.
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