“Do you know any colleagues or friends in your network who could use a website or need an existing one revamped? If so, please feel free to tell them about my services and how they might be of help.”

I’m trying to put my clients into the position of being “helpful” to others (that they tell about my services). However, your article has helped me explore whether I might make it into an even more valued statement/request.

Yes, I think you are on the right path. Show them the benefits or at least help them understand how you can help them.

John

I have had good success working with CPAs and attorneys using this kind of referral strategy for my graphic, web and marketing services.

Because they are seen as “trusted advisors,” their referrals tend to carry a lot of weight. And because these professionals understand my pricing structure, they are also in a position to know whether their client can afford my services.

This is the classic win-win-win situation that all of us strive (or should strive) to achieve.

So I end up doing a lot of netorking, which is a real drain on my billable hours. I have heard of several online services (such as http://www.CasePost.com and http://www.LawRex.com). I have had a lot of success with the later service. I do think that eventually techology sites like this will replace the need to actually solicit referrals… Am I dreaming?

What you suggest — focusing on benefits and the desire to help others — is perfect, but it only works when someone is able to see HIMSELF that way and articulate those benefits. A few simple exercises designed to re-establish sense of value (jotting down various ways that you’ve helped a particular client, for example, or putting yourself in the role of client/customer and thinking about other professionals — doctor, accountant, lawyer, financial advisor — who have made a big difference in YOUR life) can really help.