On the assumption that we are all providing a good service, and one that is valued by our customers, how often do we request a referral?
Do you feel slightly uneasy about asking for a referral? After all, if a customer is minded to recommend us perhaps it’s best left to them to sing our praises.
If we have adopted this laid back approach referrals become a welcome surprise, rather like winning the lottery, and because your customers have proactively promoted your business, we feel complimented.
It is odd that most accountants in practice have introjected this process as their main source of leads for new business. They wait for clients to provide the leads that all practices need in order to grow and prosper. The underlying rationale, that if they provide a good service, referrals will come…
Our American cousins are more active. They are pushy. They actively request referrals from clients. The process is an accepted way to win new business. Unfortunately, UK practitioners are less forthcoming.
Perhaps it is time to embrace the notion that customers can always say no, that making a referral request is perfectly reasonable, that we should formalise the whole process and help each other to prosper.
It is well known that the best time to ask for payment from a client is when the tears of appreciation for a job well done are streaming down their face. Could this also be the time to drop in a referral request?
Another point to consider is that we project the notion that we are busy. So busy that we probably do not have time to take on additional work. How often do your clients have to call you back before they get through?
In the spirit of this article, customers of Informanagement reading this blog post will be glad to know that we are anxious to spread the word about the services we offer and would be very happy to speak with your professional colleagues who may benefit from our services. If you have anyone you would like to refer to us please get in touch with Laurence at firstname.lastname@example.org. Many thanks in advance.