2 Ways to Get More Referrals From Your Clients!
Brought to you by Stonewall Insurance Agency: 1) Build referrals into agreements.Nearly every agency/client relationship begins with an agreement. The purpose of this document is to define formalities such as expectations, payment, and any additional arrangements in advance, to avoid confusion or conflict as the relationship progresses. While it's clear that agreements play a huge role in maintaining a positive relationship between both parties, did you ever stop to think that there could be an opportunity to propose referrals during this time?Although it may seem premature to suggest referrals before you've even done any work for the client, this approach aims to illustrate your dedication to their success.To ensure that your client feels comfortable with supplying such endorsements, you have to be careful about how you frame the request. In the words of referral coach Bill Cates, "For a good referral, value must be given and value must be recognized."2) Take advantage of your LinkedIn network.Rather than asking for referrals blindly, you can improve your odds of success by doing your homework first. When you approach a client already having a name or company that you'd like to connect with in mind, you're eliminating the need for them to sit down and think about it for you. Lucky for you, LinkedIn's Advanced People Search feature makes it's easy to turn up qualified second-degree connections that your clients can introduce you to.