NJ Business Networking Blog

Why is asking for referrals so hard to do sometimes? After all, word of mouth is the most effective form of advertising, so why do we jeopardize our own efforts by hesitating to talk about them? It’s almost like a dirty deed that we fear will make us look like aggressive salespeople rather than seasoned professionals.

Asking For Referrals Demonstrates the Following Important Elements:

1. Your Level of Confident Professionalism. The opposite is actually the truth. By not discussing, you are not showing the level of confidence required to build a successful business. While some people will be so impressed with what you do they will feel compelled to tell others, there are people that won’t be sure if you are receptive to new clients. How will they know you are open to referrals unless you start asking for referrals?

2. People Like to Do Business With People They Know. The fact of the matter is that most people prefer to do business with people they know or have heard about through friends as opposed to total strangers. That makes the process of asking for referrals easier and more beneficial than cold canvassing. So the bottom line is that you can build you business based on referrals or keep cold canvassing your whole career - which do you really prefer?

3. It Is a Strategy that Is Easier Than Cold Canvassing. Clearly, it is easier to take advantage of expanding the network you already have than adding completely new members. Cold calling is hard work and doesn’t always yield results. Your current business is actually a web of client referral relationships with unlimited possibilities to connect with the people your clients know. To reach these important relationships, you need to pursue them. It is essential to change the way you think when it comes to referrals. There is nothing pushy about asking and it’s a natural part of doing business that people expect. Remember, they don’t know how busy you are and whether you want referrals.

4. How It Should Become a Habit. They key to asking is to make it a habit. During your initial conversations with a client, let them know you always strive to deliver your best because you want them to tell everyone they know about your business. Post a sign in your office and add a line to your business cards and stationery that you welcome referrals. If a client compliments the work you are doing, let them know you are pleased and ask if they know anyone else who would benefit from your services. Your clients will be impressed with your desire to serve and your dedication, which is sure to bring in viable referrals.

Referrals are one of the most powerful sales tools you have so don’t minimize their relevancy because you feel it’s a “dirty deed.” . When you make asking a part of your everyday routine, it will become easier and easier. As your network begins to effortlessly grow based on positive word of mouth, it will become second nature.

- Written by Daryl T. Logullo