How to ask for internal and external referrals from clients. 1. Why Client Referrals Asking for client referrals is one the easiest and most powerful ways to get in front of new business prospects – an effective and proven strategy for helping to build new business pipelines. The problem is, many agencies don’t exploit this opportunity or if they do, it lacks consistency. Therefore, the benefits are not fully realised. And the benefits are numerous – if everybody was to offer up say 2 potential contacts, these are potential easy wins. 2. Who to ask Who in the agency should you be asking for help in identifying clients that could make referrals? You should definitely be asking the senior management, client services and those who are generally well networked, but the truth is that everyone has potential connections that could be of value – either directly or indirectly. 3. Mindsets Overcoming negative mindsets is the key to success. These negative mindsets hold people back, and include: – It’s not my job – Fear of opening up a conversation with clients who may then turn the spotlight on the agency’s (poor) performance – It looks desperate, like I’m being a salesperson – It…
