One of the best ways to increase your business and get great clients is through referrals. While most business owners are happy to refer others to their service providers, they do expect those providers to appreciate their recommendations. They know the value of a good referral and appreciate acknowledgment of their generosity—after all, they don’t have to refer others to you.
If you actively seek referrals from clients, you already know what a boost they give your bottom line. If you don’t seek referrals, maybe it’s time to start. A referral is a lead you don’t have to sell on your credibility or expertise. Your referring client has already done that heavy lifting for you, so you’re more than halfway to a sale. That deserves some gratitude, and there are several ways to properly thank your clients.
**Note: check with your legal and tax professionals when you set up your referral program. You may need to follow specific guidelines to avoid problems later.
Pick up the phone, or take a drive.
Call your referring clients and thank them, or take them to a nice dinner to show your appreciation.
Send a card.
A simple thank-you card is a gesture that many people appreciate. Buy some classy cards on heavy paper and write the thank-yous yourself. Send no later than three days after you’ve received the referral.
Say it with chocolate.
Classy business owners send classy gifts, and high-quality chocolates top the list. Christophe Artisan has some of the finest business gifts, and a referring client would love an occasional sweet treat.
Pay finder’s fees.
Especially if you have a high-end product or service, paying a commission is a powerful incentive to refer business to you. After all, your clients are in business to make money, and what could be easier than making a simple recommendation? Be generous with finder’s fees, and you’ll find more clients.
Offer a break on your services.
If your referring client needs your services on a continuous basis, perhaps a one-time or ongoing discount for referrals would be an incentive for them to send new clients your way.
When you have an active, thriving referral program, it snowballs. Clients continue to refer new clients, and if you treat them well, you’ll have more business than you can handle.
Have you thanked your referring clients lately? If not, why not?
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