Encouraging Referrals From Customers and Clients
Great work is often rewarded when customers or clients refer those responsible to peers who also have a need for the same quality performance.
As valuable as they are, referrals are usually hit or miss and can’t be relied on to happen. Referrals are like an unexpected gift. When they happen, we are delighted, but they are nearly impossible to manufacture.
The common advice for those desiring more referrals is to ask for them. Being bold and requesting a referral, we are told by the experts, is a surefire way to get more of them.
Unfortunately, it is a foolproof way of being viewed as pushy, even obnoxious. Customers and clients prefer to make referrals if and when they believe they are warranted. Asking for them can sometimes change the complexion of the relationship, shifting it from authentic connection to transaction.
Encouraging referrals more indirectly without the risk of harming the relationship requires a more nuanced approach.
For instance, those seeking referrals in any customer-focused enterprise will find that expressing gratitude for the work is often paid back with referrals. Customers and clients like to be thanked for their business. When the appreciation is sincere and repetitive, they often reward the esteem they experience by telling their industry peers how rewarding it is to work with you.
An even more powerful way to inspire referrals is to beat them to the punch. Referring the customer or client to others you know sets the stage for reciprocity. This can take the form of introductions, endorsements, or simply creating a good buzz about them with others. By referring them first, we often receive more referrals in the future.
Perhaps nothing influences people more than a referral from a trusted source. That’s why referrals are so highly coveted by anyone who does work for customers or clients. Referrals aren’t given easily. But by priming the pump with gratitude and endorsements on their behalf, the resistance to refer your work begins to melt away.
Great work is worth sharing when customers and clients learn you are an appreciative partner who is quick to refer them first.
This holds true in job hunting as well...
Demonstrating genuine gratitude goes a long way.
I really enjoy your content but I find this post to be a bit of an oxymoron. I found you because of Ryan Holiday. Who actively asks me and all of his audience to share his content with anyone who would benefit. Aka asking for the referral
You ask me to share this as well at the end of your posts. Plus when I signed in to comment you offered me other stuff to follow that you were referring me to…I think if you do a crappy job then it’s insincere. But if you are truly helping people out like I believe you are and of course Ryan Holiday with Daily Stoic and Dad then you should ask to share your stuff. The world will be a better place if you share this.
If all you care about is the money then maybe it’s a transaction. But if you truly care about impacting someone you want to help and serve. Big difference.