Your Referral Playbook: Getting Great Introductions

Want more great clients? It's not just luck, it's about making it easy for your current clients to introduce you to their friends and family. This quick guide gives you a simple, step-by-step way to increase your referrals.

1: Easy Meetings, Smart Setup 

Make your client meetings a starting point for referrals:

• Bring an Agenda: Always use a simple, printed agenda for all client meetings. Give a copy to them and keep one for yourself. How An Agenda Can Help You Sell
• Special Spot for Growth: Save a spot on your agenda, usually at the end, for "Helping Our Agency Grow" or "Our Business's Reach."
• Show Them the Plan: At the start of the meeting, quickly go over the agenda. Let them know you'll discuss each item and finish up by chatting about your business's growth.

2: Open the Door to Referrals

• This is your big chance to get those introductions: Say Thanks: When you get to the "Agency Growth" item, genuinely thank them for their time and trust.
• Share a Little Secret: Use language similar to: "Many of our best clients come from people like you, telling their friends and family about the value of working with our team."
• Give Them a Choice: Point to the space on their agenda and say they're welcome to jot down names of family or friends who might like similar service. Make it super clear they absolutely don't have to show you the names. It's totally for them.

3: The Follow-Up Wins the Game

Making time for follow-up is super important:

• Plan the Next Chat: Ask: "Will you see or talk to anyone you thought of in the next week or two?"
  • If Yes, Ask: "Is it okay if I check in with you in about two weeks to see what they said about us reaching out?"
  • If No (but they will eventually): Ask: "When do you think you might talk to them?" Then, "Is it okay if I follow up with you on or around that date?"
• They Might Call You! Clients often appreciate this organized approach and sometimes even call you before your scheduled check-in!

4: Just Do It (The Follow-Through)

Consistency and diligence are key:

• You HAVE to Follow Up: Make every follow-up call you promised. It shows you're serious and builds huge trust.
• Help Them Out: Often, people get busy and haven't made the contact yet. If they haven't, nicely ask if they'd prefer you make the first call to their friends/family.
• Keep Trying (Nicely): If they still want to do it themselves, simply schedule another friendly check-in.