If you don’t remember them, they won’t remember you!

Just because you’re good at what you do, doesn’t mean you’ll get referrals.

Many business owners know that the best way to grow their business is through referrals. They also know that the best source of referrals is from happy clients. They go about doing great work and making their customers happy. And then they wait for the referrals to come in. They believe that doing great work is enough to generate lots of referrals.

Sometimes this tactic works. More often than not, the quantity of referrals that a business owner wants doesn’t come. They think they are doing something wrong. They wonder if their clients don’t like their work. They keep waiting and wondering how to generate more referrals.

The truth is: receiving referrals is more important to you than giving referrals is to your past clients. Clients may love working with you, but they honestly don’t think about passing your name along. They are busy with their lives and once your work is done, they don’t give it a second thought.

Let current and former clients know that you appreciate receiving referrals.

Asking for referrals is a great way to generate more referrals. There are a number of ways to remind clients to give you referrals. You may mention it in a phone call or email as a natural part of the work you do together. You can have a form on your website. You can have a paper form that clients fill out when they start work with you. It doesn’t matter what you do, just as long as you have integrated it into your business systems.

If you don’t remember them, they won’t remember you.

When you stop working with someone, they don’t have a reason to think about you anymore. The house is sold. The furnace is repaired. The graduation party is over. Their need for you has passed and so they don’t think of you. Even if they had a great experience working with you, as time passes they may even forget your name.

If you want them to remember who you are, you need to keep in touch with them. This is easy to do with ongoing clients. If you work with them every month, they will naturally remember you because they see the appointment on their calendar or receive the emails from you.

It takes more effort to stay in touch with former clients. There is a gold mine in having your former clients remember you. Your former clients are an ever growing army of advertisers for your business.

There are a variety of ways to keep in touch with your past clients. They may receive a regular newsletter or e-newsletter from you. It is important to remember a more personal touch as well. Call them on the phone. Interact with them in person. Send a personal email, or message through social media. Don’t forget to send things in the mail. While an email might not get opened and a phone call may result in voicemail, physical mail from someone you know is almost always opened.

You have to stay in touch with your referral partners every single month.  If you don’t have a copy of our WOW Your Referral Partners Tracking Sheet, you can get your copy here.  It is a great way to track your efforts to keep in touch.  When you keep in touch regularly, you will naturally see more referrals.

If you are looking for ways to keep in touch so you receive more referrals, contact us. We have worked with a variety of industries to increase their referrals and we would love to help you!

Comments

  1. Great insight, Deb! 😀

    This is one of the many reasons that I rant to people about how important it is to grow and nurture their e-mail lists!

    Love & Prosperity,

    PJ

    —–
    PJ Van Hulle
    Real Prosperity, Inc.

    “Have Fun. Do Good. Make Money.”

    FREE Report: “How to Jumpstart Your E-mail List”
    https://realprosperity.isrefer.com/go/listreport/RPI/blgc

    • PJ,
      I love the word NURTURE!! You make so much more money in business when you spend time and effort nurturing the people you already have in your business instead of spending so much time trying to woo new people.

  2. You have provided some excellent information on the importance of communicating not only your message with your customers, but the need to communicate your need for them to refer. I have only recently discovered how critical this advice is. Thank you for a concise plan.

    • Peggy,
      We often forget to ask for the referral. If you make it a part of your intake process or put it into a exit survey or interview, it will happen more consistently and people will remember to pass your name along. (Then make sure to reward them for doing it!)

  3. Second time I discovered your website on Google. Great stuff.

Share Your Thoughts

*