Some thoughts on referrals.

This is all simple. That doesn't mean it's easy

Main referral sources.

• Your clients, current and previous.
• Other professionals in your network.

Networking for referrals.

• Clients may only connect you with others in their organisation. Consider this, that organisation is their career network.
• Remember you're in marketing mode, not selling mode. Expect lots of 'interesting conversations', not deals.
• Accept that many people in your network won't be productive sources of referrals. They simply aren't connector types.

For more referrals.

• Do great work.
• Become a people connector.
• Make it clear your business relies on referrals. A conversation about this is better than a direct ask.
• Be clear which issues, specifically, you help with.
• Nurture your most productive referral sources. Make sure they have exceptional experiences - 'touch points'.
• Educate referral sources, so they'll know when their connections have a need you can help with. This means your referral is pre-qualified.

A mini-mission.

1. Make a list of your referral sources over the last year.
2. Set a target for increasing the number of referrals you get from each of these people.
3. Perhaps kick things off by sending a card (not email) to your most productive referral sources. Let them know how much you appreciate their support.
4. Add a few more people from your network to the list, who you would like to get referrals from but haven't yet.
5. Decide, plan, and schedule a quarterly networking 'touch-point' for each person.
6. Put a reminder for each 'touch-points' in your diary now.
7. As each 'touch-point' reminder becomes due, take the action you've planned.

Let me know how you get on.