I’ve been reading a new book that I find very helpful. It’s by Drew Miles and is called Zero to Success. He’s very good about helping the newbie get all the proverbial ducks in a row. I’m learning how to protect assets adn leverage referrals. Great book! http://www.zero2success.com if you’re interested.

Waht I like about your post on referrals is the whole idea of leveraging the best sources of new business rather than putting effort into cajoling those who aren’t interested. Such a great point. Thanks so much.

Cat

Interestingly enough, one person I sent a thank you card with a nice check for the referral and he seemed a bit offended. He said he donated the money I sent him to charity. He asked that I please not send him checks again. He said I refer you because you do good work not because I get paid to do it.

Have you ever heard of someone having a reaction like that before?

Yes, I have encountered that reaction and I understand it too. Many people want to refer people because they know they can help them by doing so. Somehow getting paid muddles the motivation.

I love partnering with non-profits anyway so I always advise my clients to consider that option in a referral program

I appreciate the post on referrals. I’d wager that many of us underperform in this area. I know I have.

I’ve tried a bit harder the last nine months or so and it’s made a difference.

There are many different ways to ask for referrals. Some can be a “soft” ask. For example, I revamped my e-newsletter a while back, which included creating a new boilerplate section at the bottom entitled, “3 Easy Ways to Put Me to Work for You and Others.”

Number one was “hire,” number two “refer” and number three “forward,” as in forward the e-newsletter. I don’t think it’s an accident that I’ve gotten more referrals.

Plus, I ask directly more often now, whether verbally or in writing.

I look forward to exploring more ways to rev up referrals and appreciate your thoughts on the matter.

This is the same thing that I preach all the time. Empower your biggest fans to spread the word about you, and they will. And don’t be shy to ask them to.

I’ve never been too shy about asking for referrals; I was, after all, bold enough to build it right into the name of my company.

Neil, I like that newsletter idea, and the idea of making a donation on a referrers behalf is beaut also.

Cheers.