Advice from Prominent Business Developers on Referrals

Source: Practical Accountant

Practical Accountant asked prominent marketing people for their advice on getting referrals:

Bring referral sources to a reception at your firm. Select them on the basis of their degree of interaction with people in your target market.
Meet with potential referral sources to find common ground.
Don’t be general in asking for referrals. Ask for the specific type of client you want.
Time your requests, i.e., ask when the prospective referrer is most likely to be responsive (e.g., when a client compliments you).
Look for sources that can give you high-quality, not high-quantity, leads.
Maintain contact with people at former places of employment.
In addition to soliciting from referral sources, be solicitous toward them (e.g., offer tickets to events, discounts on services, etc.).
Be a good listener. Find out how you can help referrers.
Become active in organizations with a view toward demonstrating your capabilities.
Add a request for referrals to the standard language on your e-mails.

For the complete article, click here and select the article Referral Development: Tips from the Pros in the December 2007 issue.

From Practical Accountant, December 2007, SourceMedia Inc., One State Street Plaza, 27th Floor, New York, NY 10004, 800-221-1809.

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