It's Raining Clients! Five Ways to Attract Referrals (Without Asking)

Referrals can be the difference between success or failure in any business. A prospect referred by a friend or previous client is nearly always an easier sell than a cold prospect; they already know you've done a good job for someone they know and trust. However, getting referrals doesn't always come easily.

Most experts will tell you that if you want to get referrals, you have to ask. And that's sound advice-you'll never get referrals if people don't know you're looking for them. But many business owners are uncomfortable about asking for a variety of reasons. Luckily, you don't need to ask to get referrals. Here are five ways you can increase the amount of referrals you get-without having to ask.

Be low-risk. When someone refers a business contact to you, he or she puts his own reputation on the line. If you make a bad impression, that impression could carry over to the person who referred you. So if you're not getting referrals, take a look at your own business: do you look and act highly professional at all times? In addition, do you offer money back guarantees or free consultations? These allow referrals to get an "out" if they're not a hundred percent sure you're right for them-and lessens the risk that they'll judge the referrer harshly.

Offer a referral program. You can generate more referrals by having a rewards system in place for those who generate business for you. Try offering cash for referrals-offer 10% of the sale to the person who referred new business to you, or offer a discount or coupon for your services. If they know they'll get something out of it, you're sure to get people to send you business.

Partner with complementary businesses. Find some businesses that offer services that complement yours. Don't team with those who compete directly with you; instead, look for companies that sell to people who might be interested in your product as well. For example, if you own a gym, you could form a partnership with a sports apparel company, a health food store, or a personal trainer. Offer them a financial reward for referrals; join together to offer a discount on both your services bought together; or agree that you'll promote their service in return for them promoting yours.

Be lavish in your gratitude. Always be thankful to people who refer business to you. Send cards, send gifts, or offer discounts. Some businesses throw a party or host a luncheon once a year or so for preferred clients, including referrals. Look into ways you can thank people who bring you business.

Give referrals. Want to generate referrals? Be generous in giving them. This will make other business owners feel indebted or grateful-and eager to point business your way as well. Spread your referrals far and wide, and you should be able to get business back for it.

Asking for referrals can be nerve-wracking. But although asking can definitely generate more referrals, you don't have to do it. Follow these tips, and you should be able to generate referrals from your current clients and business associates-and grow your business.

Jennifer Williamson runs a successful business as an article writer in southern Pennsylvania, writing for clients all over the world. For flawless writing at affordable prices, check out her content creation services. For more of her advice on writing and article marketing, visit her writing blog.

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