Testimonials or thank you letters offer written proof that what you say in your proposals or brochures is true.  When clients are willing to provide an endorsement, make it easy for them.  Don’t expect them to take the time to compose it and mail it to you themselves.  People tend to get instant writer’s block or to delay writing.  Instead, ask whether they would be willing to dictate a few comments to you on the phone about what your product or service has done for them.  Jot down what they say, edit it for grammar and style, and read it […]

Never focus on your need for business.  Focus on how you benefit others.  Present yourself as successful and competent.  Build mutually satisfying business relationships in which everyone wins. Never dump a lot of promotional materials on referral sources.  Do not drop off a pile of your brochures, business cards or newsletters unless a person requests them.  This is a waste of your money and time and is aggravating to those who must do something with the materials, which usually end up being thrown a way. Never speak poorly of a competitor or client.  Whoever is listening will wonder if they […]

Want more referrals from friends, associates and clients?  Here are a few things you should do! Build your own mailing list of all past and present clients and other referral sources.  Be sure to include anyone who have showed interest in the past. Send a mailing to everyone on your list monthly or at least quarterly.  (Some suggest 2 times a month).  Include a newsletter, copies of news clippings or articles, announcements of speeches or other appearances you will be making, information on new products or services, and special offers. Keep your list up to date!  Be sure to purge outdated […]

If you help others succeed, you will enjoy even greater success!  Take every opportunity you can to promote and refer to those who can be of help to you.  Also help people who are just starting out in fields related to yours. You might even help your competitors!  It’s estimated that between 11% and 21% of new business comes from the competition.  They refer business out when they are too busy, need to subcontract, or get calls for areas of business outside their own!

The more you build yourself as a leader in your field, the easier it will be for people to refer to you.  To do this, you will have to do more than just read trade journals.  You could conduct informal surveys or polls or write articles or books on your work.  Send copies of relevant news clippings and summaries of survey results to your referral sources.  With such a reputation, you will be the one people call when they need any resource in your area of expertise.  Hopefully, business is just around the corner. Also, by joining network and civic […]

The more generally you describe your business, the more difficult it is for others to know how to refer people to you.  Recently I attending a networking meeting and there were two dentists there.  One said that she worked with anyone with teeth.  The other dentist said that he specialized in seeing patients who have dental anxieties.  Which dentist will you more likely refer friends to? Or suppose you meet two chiropractors.  One says he is a holistic practitioner and can treat anyone from 10 months to 100 years old.  The other says she specializes in treating women with PMS-related […]

Find out who your clients use for other services that could make a good strategic alliance with you.  For example, since I do website design, I ask my clients who they use for computer repair.  Computer repair people find that their clients ask who can build websites.  They could refer those people to me.  When I get the name of their computer repair person, I call that person.  I do not ask for business.  This would appear presumptuous or imply that I am desperate for business.  Anyone appearing too hungry raises the question as to why they don’t have more […]