Referrals are the lifeblood of our industry, often forming the backbone of lead generation for most agencies. While many rely on this tried-and-true method as their primary, if not only, means of lead generation, there’s always room to optimize and extract even more value from referrals. Especially before seeking other more resource intensive means of lead generation and breaking beyond the referral growth barrier.
Expand Your Referral Partner List
Start by jotting down names of those with whom you have robust relationships and have served exceptionally well. Typically, a quick mental rundown should remind you of 10-15 potential partners. Often, that’s all you need to keep your pipeline flowing.
Ask for Referrals — The Right Way
It’s crucial not just to ask for referrals, but to ask effectively. Engage in a meaningful conversation with your contacts and, when the moment feels right, make your move. Instead of asking, “Do you know anyone who might need our services?” shift to a more direct “Who do you know that needs our services?” This small change in wording can lead to specific names and immediate opportunities.
Secure a Commitment
During your conversation, dive deeper:
- “Do you think [person’s name] could benefit from [what you provide]?”
- “Would you be willing to [preferred communication method] introduce us within the next few days?”
- “I understand you’re busy—would it be okay if I followed up with you soon about this if I don’t hear anything?”
Let’s Keep the Conversation Going
Have these insights sparked any ideas? Which strategy are you excited to try first? These are just a handful of helpful tips to expand your number of referrals. Email me your thoughts or any questions you have. If you’re looking for personalized advice or have other challenges to discuss, don’t hesitate to reach out. I’m here to help!
Sincerely,
Russel
