How to get more referrals
9th, Jan 2025
Referrals are the lifeblood of many businesses. They come with instant credibility and trust because someone else has already vouched for you. This makes it significantly easier to convert referred leads into clients. Beyond this, studies show that referred clients have a 25% higher profit margin and a 16% higher lifetime value compared to those acquired through other methods.
But there’s a challenge: your contacts likely know more than one person who does the same type of work as you. So why should they choose to refer you over someone else? To make sure you are the one they choose, focus on these five essential strategies:
Build a strong referral network.
Building a network isn’t just about meeting people; it’s about developing meaningful relationships. While you probably already know the basics of networking—meeting people, following up and nurturing connections, don’t overlook these steps:
– Stay connected. Make sure your referral sources are in your contact database and connected with you on social media. Keep your database updated regularly to ensure your marketing efforts reach them.
– Demonstrate value. Show your expertise and trustworthiness consistently as discussed below, so people feel confident referring you.
– Use technology. Tools like CRM systems can help you keep track of your contacts and follow-ups, ensuring no one falls through the cracks.
Make yourself memorable.
To earn referrals, you need to be top-of-mind when your contacts encounter someone who needs your services. Here’s how:
– Be specific. Clearly communicate what you do, who you help and what sets you apart. The more specific you are, the easier it is for people to think of you when opportunities arise.
– Define your differentiators. Highlight what makes you unique, whether it’s your niche expertise, approach or background. Avoid generic claims like “I’m responsive” or “I care about my clients”—everyone says that. Instead, focus on what truly sets you apart.
– Polish your online presence. Ensure your website and social media profiles reflect your expertise and values. Then google yourself. When people look you up online, they should find content that reinforces your credibility.
Stay top of mind for the long haul.
Even if people love and remember you today, you need to maintain long-term visibility. Use tactics like:
– Email marketing. Send regular, educational emails to your contacts. Monthly updates may be enough, but frequency may vary based on your business. Even if recipients don’t read every email, seeing your name in their inbox keeps you top of mind.
– Social media activity. Post consistently on platforms where your audience is active, especially LinkedIn for professional relationships. Share a mix of original and curated content, and engage with others by commenting on their posts.
– Content: Create blogs, articles, presentations, videos and other content to showcase your expertise. Repurpose this content across platforms to maximize its reach and longevity.
Show appreciation.
Referrals often come after you’ve given something first. Consider:
– Offering help beyond referrals. Introduce contacts to complementary businesses, send them useful information, comment on their posts or invite them to events.
– Thanking referrers. Always express gratitude for referrals. Depending on your business, this could include a handwritten note, a small gift or even a referral fee.
– Keeping referrers in the loop. Let them know the outcome of their referral. This reinforces their good deed and strengthens your relationship.
Have a plan.
Success with referrals requires consistent effort and planning. Get organized:
– Set goals. Determine how much content to create, how often to send emails and how many contacts to reach out to monthly.
– Prioritize your network. Focus on contacts most likely to refer you, such as those with complementary client bases or strong existing relationships.
– Use a calendar or CRM. Schedule your outreach and follow-ups to ensure regular touchpoints with key contacts.
Getting more referrals isn’t luck. It’s hard work, but the rewards are worth it. Take the time now to map out your strategy for success.
If you need help with your marketing, contact us for a free consultation.
Tagged: networking, referral marketing
