Summer is Over... Get Some New Clients

I'm looking, I'm looking...
Click for larger image

You can count on some referrals from your existing clients and people who already know you, but that's a fairly limited number. How do you increase the size of your referrals circle to include more people. In order to refer you business, people want to be sure that you will take good care of the clients they send you. For that, they'd like to be better acquainted than just hearing your name.

How to use this approach effectively:

1. Create a most-wanted list of ten occupational categories whose members are frequently in touch with the type of client you desire. For example, a graphic designer who works with small businesses might choose accountants, attorneys, bankers, business coaches and consultants, business teachers and career counselors.

2. Make the acquaintance of ten people in each occupation. Seek them out, meet with them, and familiarize them with your expertise and the benefits of the service you offer. Find out more about what they do and the type of clients they serve so you can refer business to them as well.

3. When you connect with someone who seems open to sending you business referrals from time to time, you have found a referral partner. Make it a priority to refer potential clients to them so they will be more motivated to send you more referrals.


Now what do I do?

When you have a specific goal like this in mind, your networking can become much more focused. Whenever you meet someone whose occupation matches one on your list, ask, "I think we might be able to refer each other clients. Can we get together and talk about that?"

When you aren't able to make enough connections through networking and your existing contacts, don't be afraid to just look them up. If you approach them as a colleague and express your desire for the two of you to help each other be more successful, you'll find many people willing to get better acquainted.

Regardless of how you first get in touch, some of the people you talk to won't be receptive to getting to know you better or the idea of referring each other business. You only need ten names for each occupation, and there are plenty of people to choose from. Just move on to the next possibility.

One of the most useful elements of this strategy is that it is both simple and systematic. All you have to do is look at your most-wanted list, and you'll know right away what needs to be done next. Do you need to add more occupations, or do you need more new names in any group to reach your total of 100? Once you have 100 names listed, you can change your tactics from getting acquainted to following up. Stay in touch with everyone on your list at least once per quarter.


So now comes the hard part.

Getting started. If you want more business it's time to get started, September is a great time to reinvigorate your networking and referral building initiatives. Start that list today and try and get 3 categories going. Now book a networking event for later this week or at least go for a coffee with an past contact and share with them your plan to build your business using this referral tactic.