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referrals

How To Get More Referrals Part 2: A Get Clients Video Tip

9 March 2010

In the first Get Clients Video Tip I highlighted the importance of understanding what criteria potential referral partners will use before deciding to refer you. In this tip I explain how you can address those criteria to ensure you get a strong referral. Drop me a comment if you found the video useful. A number [...]

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How To Get More Referrals: A Get Clients Video Tip

19 January 2010

Whether you’re a lawyer, an accountant, a consultant or architect: you’ll know that referrals can be your very best source of high value new business. However, it’s rare that I meet a professional who’s satisfied with the quantity and quality of referrals they’re getting. While “just asking for more” can be an effective strategy for [...]

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Can You Get More Clients by Asking for More Referrals?

20 September 2009

Almost all professionals say their main approach to get new clients is Referrals. But sadly, what they’re often talking about is Passive Referrals. Referrals where they’ve been recommended by a previous client or contact without taking any active action themselves. While it’s great to get these types of referral it’s not really a sustainable business [...]

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How to Get More Referrals Using Offers

20 June 2009

One of the biggest challenges I find clients have when trying to get more referrals is that their referrers (the people they’ve asked to introduce them to someone) struggle to make the introduction sound attractive to the potential client. For example, let’s say you’re an employment lawyer and you’ve asked an accountant to introduce you [...]

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The Referral Formula

17 June 2009

This is the second in a series of posts on how Professional Firms can get more referrals. Read the first in the series – Referrals: You’ve Got to Have A System To some degree, succeeding with referrals is something of a numbers game. More referrals equals more business. However, for busy professionals who need to [...]

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Referrals: You’ve got to have a System

13 June 2009

We all know that referrals can be the most powerful and profitable source of new clients. Yet most of us find that we’re simply not generating enough referrals of a high enough quality to reach our practice growth objectives. What’s the problem here? Are we mistaken in our assumption that referrals are such an effective [...]

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Staying “Front of Mind” with Referral Partners

10 February 2009

One key feature of selling many professional services and other high value business-to-business products and services is that they are bought relatively rarely. As I detailed in Three Painful Truths for Salespeople this means that whenever you make a proactive sales outreach to a potential client, the chances are very, very high that at that [...]

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