Feature Article

Check Her Out!
By: Jenny Rough

No, the title of this article doesn’t mean check out that hot chick. It’s referring to, well, referrals. A referral occurs when someone you know recommends your business or services to someone you don’t know. Most young businesses (as well as many established ones) are looking for new clients. The easiest way to get referrals? Provide top notch products and services to your current clients. Remember there is a difference between doing a “good job” and doing a “wow – she gave me an AWESOME haircut” job. If your clients aren’t referring your business to others, then chances are you aren’t completely satisfying them. If people are happy with your work, chances are they will spread the news.

Another approach to getting referrals is to ask for them. This can be awkward, so you may want to combine your request with a survey. Send a short questionnaire to your clients inquiring about your strengths, weaknesses, and ways you can improve. You can also include the following question: Do you know anyone who may be interested in my services? If yes, you can ask your clients to list names and contact information (and then you can follow up). Or you can ask your clients if they would be willing to contact the people that they list. Personally I am not a fan of blatantly asking others for referrals, but sometimes you have to shake the saltshaker to get out the salt.   

Finally, consider offering a discount to your current clients in exchange for referrals. “Hey, if you refer a new client to me, I’ll give you X% off of future services.”  Whatever you decide, remember that during your ongoing quest to build your business, don’t forget to devote the bulk of your time to your current clients. After all, they are a potential gold mine for future business.

Jenny Rough is a freelance writer. In addition to writing magazine articles, she writes the blog Roughly Speaking.

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