Do you ask for referrals?

Do you ask for referrals?

Didn't find your answer?

In the few months that I lasted with BNI, one thing other members were doing were asking their customers/ clients for referrals. Some even had a message in their email signature something along the lines of our business relies on referrals from people like you. Do you do this?

I do not ask for referrals since I do not feel comfortable doing this. Further I am sure I am wrong in saying this - it sounds desperate?

Referrals is a good way to build a business. Do you ask for referrals?  What do you say? Is there a way to ask without making the client feel uncomfortable and me not sounding desperate? 

Is it good to ask for referrals?

Thanks

Replies (17)

Please login or register to join the discussion.

avatar
By Fidget
18th Sep 2011 09:47

Natural progression

I am always sceptical about advice given by marketing experts who kepp plugging the advice that you need to ask for referreals.

If client like you they will recommend you, if they get the opportunity. If they don't they won't. Asking them to do it won't make any difference.

The only thing that will make a difference is their impression of whther referrals will make you too busy to look after them. Never tell clients you are busy, or too busy to do something they ask for. Whenever you get the opportunity tell them you are looking for more business but dont get pushy.

Thanks (3)
avatar
By johndholliday
18th Sep 2011 09:54

Referrals

I have recently been considering exactly the same thing. I noticed the other day a local business promoted on their website and emails, “refer a client and we will send you a cheque for £75”.

Now I believe a lot of my client’s would try a lot harder if they knew they were to get a monetary award out of it, however that doesn’t really feel right to me.

I do believe in giving my client’s a thank you and often knock a bit off their next bill; however I do not like the idea of paying them money for clients. It feels a bit unethical and that your existing clients may not be recommending you because of the good service you give them. I would also worry about the tax implications as I would be interested to see if these £75 cheques get put on the client’s tax return, which would be extremely hard to leave off if you were completing the return on their behalf.

In answer to your initial question, I don’t ask for referrals but it is something I would also be very interested in seeing what others do.

Thanks (2)
By BillyBob
18th Sep 2011 10:10

Referrals

I'd second fidget's comments above but maybe still have a line on the bottom of your emails as you mentioned along the lines of 'we always appreciate referrals' - that way it reminds them & lets them know that you'd be happy to have them. You don't have the awkwardness of asking, they don't feel obliged andyou're still getting the message out - everyone's a winner :)

Thanks (3)
avatar
By User deleted
18th Sep 2011 12:55

I never ask

Asking for referrals sounds like desperation. As Fidget says above, if you're going to get one you're going to get one. And remember, it works both ways - if you have clients to whom you can pass on business from other clients or contacts, you may find the gesture reciprocated.

Thanks (3)
avatar
By orchardacc
18th Sep 2011 18:52

Different World

So you guys are ashamed or not comfortable to ask for referrals? ................ sign of desperation? Cannot believe this! Why do you bother to advertise then?

Referral is the most effecient source of growth in my opinion and like i said in one of FirstTab postings last night, my practice has grown from strength to strength based on referrals.

Do I ask for referrals? YES YES YES ................ all the time!!! It is how you ask for it that matters.

Thanks (1)
Replying to justsotax:
avatar
By User deleted
18th Sep 2011 21:40

Simple

orchardacc wrote:

Why do you bother to advertise then?

We don't

orchardacc wrote:

Referral is the most effecient source of growth in my opinion

Agreed - we get more than enough referrals to keep our practice growing without having to beg for them. I guess it boils down, as the previous post suggests, to what level of service your existing clients receive.

Thanks (1)
Replying to justsotax:
avatar
By chatman
21st Sep 2011 13:44

How to ask for referrals

orchardacc wrote:
Do I ask for referrals? YES YES YES ................ all the time!!! It is how you ask for it that matters.

Howdo you ask for them orchardacc?

Thanks (0)
avatar
By dbowleracca
18th Sep 2011 19:49

Totally agree with orchard
I try and ask for referrals as often as possible, but must admit I don't do it as much as I should - which is after every piece of substantial work has been completed.

I wouldn't just say "can I have a referral?" though - it has to form part of a conversation that includes You asking what they thought of the work you did and them telling you they are really pleased with your service, and you mentioning you are always keen to grow your business and would love to work with more people like them. Obviously you shouldn't ask your rubbish clients or if you do, be prepared to accept a client similar to them on most occasions (in my experience people refer businesses like them).

If you wait for referrals to happen you won't get half as many, because people assume you are happy with the number of clients you have and will only make a referral if someone asks them if they can recommend a good accountant!

I think it also encourages you to make sure your service is first class, because asking for the referral is only possible if they are delighted with what you do.

Thanks (2)
By Monty Python
18th Sep 2011 23:46

Do you recommend your clients ?

Dont "ask" for referrals, as someone said, it sounds desparate. Just slip into conversation that you're always looking for clients to replace those who retire etc.

Also it should be a reciprocal arrangement, if a client wants a good plumber, or a new car, or is looking for a nice hotel to take his wife (or his secretary) to, recommend other clients to him. If other clients want whatever service he offers, send the work his way. Quite quickly it becomes second nature to them to ask you for recommendations, and to recommend their friends to you. 

Everyone gets more work and everyone's a winner, including you.

 

Thanks (1)
PAH Accounting Devizes Wiltshire
By Phil Hendy
19th Sep 2011 11:04

Don't ram it down the throats

I would have to agree with comments here. It is definitely one where you can go out of your comfort zone just by asking what is a simple question. The trick is really to get it as part of your conversation. When you have done a good job just ask the client if they know anyone that  may benefit. You could even do it as part of a feedback/ service review etc. I always ask clients if they are happy with my service.

 

Generally, I think referrals will happen naturally if you do a good job.

 

 

 

Thanks (2)
Replying to User deleted:
Mark Lee headshot 2023
By Mark Lee
19th Sep 2011 21:43

All rather restrictive

philhendy wrote:

Generally, I think referrals will happen naturally if you do a good job.

It's a nice thought and if you don't need a steady stream of new clients you may get enough through this hope/dream.  You may get lucky. You may not. You will most likely only get referrals to new clients just like the ones you have. That may be fine. But what if you may want to focus on more profitable work or to promote a wider range of your services.

Simply hoping clients will refer you to friends etc or even asking them for referrals won't project your wider skills. Do all of your clients know about all of your skills, all of your sector expertise, all of your service offerings? Don't expect them to do so. They don't know and they wouldn't remember if you told them. They'll just think of you as an accountant unless you have ONE area of expertise, niche sector or other specialist area of knowledge/focus.  And if you do, you'll get more referrals as everyone who knows about your niche will think of you whenever they encounter that niche etc. And they won't be thinking about any other accountants. And you'll stand out as compared with any other referrals that the prospect receives.

In my view it's NOT enough to simply just do a good job. Especially if you want to be referred to do anything out of the ordinary. In this regard BNI is good training as it makes sense to focus on different skills/services/sectors each week rather than to simply say: "I'm an accountant, who do you know who needs a new one?"

I agree the comment above, if asking for referrals feels desperate how can you justify advertising your wares? Far better to get comfortable asking for referrals.

But, if you're going to do so, make it easy for everyone to know WHY they should feel comfortable referring friends etc to you. (See above)

 

Mark

 

Thanks (1)
Replying to Rudolf:
avatar
By User deleted
20th Sep 2011 08:09

Advertising?

bookmarklee wrote:

I agree the comment above, if asking for referrals feels desperate how can you justify advertising your wares?

I'd already answered that one - we don't advertise, and don't need to ask for referrals.

We have particular expertise in medical and dental practices (we do not claim to be specialists) - we have never advertised the fact, yet everybody appears to recognise us as being one of the leading practices in that field. I've no doubt that we could bring even more business to our door if we were to advertise and/or actively ask for referrals. The point is, we're comfortable with the steady growth of the practice as it is.

Thanks (1)
By Monty Python
19th Sep 2011 22:37

Changes

I wonder how you would have managed 40 years ago when all forms of advertising were strictly forbidden? Professionals had to put up their plate and wait for the clients to arrive, Even large signs over the door were not allowed, and the idea of a shop front would have meant instant disbarrment.

Now we have professionals peddling their wares like washing powder.

Like so many things I fear that standards of professionalism have slipped too far the other way.

 

Thanks (1)
Replying to gfeechan:
By Hans Zarkov
20th Sep 2011 10:27

Growth

Monty Python wrote:

Now we have professionals peddling their wares like washing powder.

Like so many things I fear that standards of professionalism have slipped too far the other way.

 

But what's the point in being in business if not to expand. As someone else said, if you do nothing your business will stagnate whilst all those around you grow. If you don't fight to expand your business you'll end up a loser.

Thanks (1)
Replying to waltere:
By Monty Python
20th Sep 2011 11:08

.

Hans Zarkov wrote:

Monty Python wrote:

Now we have professionals peddling their wares like washing powder.

Like so many things I fear that standards of professionalism have slipped too far the other way.

 

But what's the point in being in business if not to expand. As someone else said, if you do nothing your business will stagnate whilst all those around you grow. If you don't fight to expand your business you'll end up a loser.

 

 

I'm not suggesting that a practice should not expand, nor am I suggesting that it should not advertise, merely that I believe that some practices have become unacceptably unprofessional in the way they do so.

 

Thanks (1)
avatar
By MartinLevin
21st Sep 2011 13:49

Marketing

Several decades ago, I attended a marketing seminar.  The positive points made were:

1) ask any new client that "we'll take you on, provided you recommend at least one person".  (I still adopt that mantra on my Hospital Radio show on Mondays at 8pm on TheJumboSound.com)

2) do you use both sides of your business cards? I was only one of the two in the hall that held up my card.  50% of space is otherwise wasted.

Thanks (0)
Mark Lee headshot 2023
By Mark Lee
30th Sep 2011 17:28

This thread was part of the inspiration for a new article

Now featured on the Practice area of AccountingWeb here:

https://www.accountingweb.co.uk/article/how-get-recommended/519181

Mark

 

Thanks (0)