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Whenever I go into a network meeting and the conversation turns to marketing I’m always asked what’s the best way to get new clients.

I always answer referrals.

But there are ways and ways of using referrals. In other words you need a systematic process.

Your process needs to consider the following:

1. Don’t wait for a client to give you a referral — ask for them
2. When you get a referral do your research first so you’ve an idea how you may be able to help them
3. That said don’t pre-judge how you can help them
4. Follow-up until you get a definite not yet
5. Finally make sure that you thank the person who gave you the referral

A further tip is to think about rewarding people who give you referrals. It certainly fulfils the “What’s In IT For Me” view of people.

But…

Don’t just use referrals to get new business.

Use other methods, including direct mail, email, web sites, telemarketing and advertising.

And whatever you do don’t assume because one method doesn’t work for a sister company, client or competitor that it won’t work for you.

As always test and make sure that you continue to use whatever method of getting clients that makes you money.

Referrals don’t help you keep current clients.

You need to maintain your relationship with your clients. You can do it even with the old ones you’ve not contacted for several months, even years.

I’m currently writing an ebook called “The 20 Ways To Keep Your Clients Longer And More Profitably” let me know if you’d like a copy.

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