Why You are Not Getting Referrals from Clients

Source: Rain Today

Accountants are taught to ask for referrals. But this may not be the best way to get them. Here are some problems with asking for referrals:

• You ask for referrals at the end of an engagement. Even though you may have done a good job, the client isn’t prepared.
• The client doesn’t know what constitutes a good referral for you.
• Clients won’t give referrals unless there’s a reason to do so. The client is concerned about repercussions if the person referred isn’t satisfied.
• Clients don’t know how to determine the quality of your work. Asking for a referral causes the client to reexamine your work more critically.
• Accountants typically suggest, rather than request, referrals.

To resolve these problems:

• Tell the client at the start of the job that you’ll ask for referrals later.

• Describe the kind of referrals you want.
• Give the client reasons that referring you is in his or her best interest.
• Come to an agreement with the client at the start of the engagement on how to measure the quality of your work.
• Rather than asking the clients to contact you when they find companies you can help, ask them to tell you names of prospective clients now.

From Rain Today, www.raintoday.com, January 10, 2007. For the complete article, click on the following link: http://tinyurl.com/3c2okj.