If you would like to find all the new clients you need to grow your business, build a referral system with repeatable processes.
There are several ways to find new clients for which you can create a system, or process. One part of my process involves working with existing clients for referrals. The way I do this is to ask a favorite client to meet me for coffee or lunch. When I meet with them in this informal setting, I ask them their view about how they like my work.
This is how it goes: “Dear Ms. Client, you are a very important person and client for me, and I would like to ask for your help. What do you like about my work? Is there anything you recommend I change?”
Since people like sharing their opinions, they will be flattered and offer their views. Once they do, you can go on and say the following: “Thank you for sharing your insights. In the future, I would love to only work with clients like you. Who are the two or three people you know who are like you, and is there a way I could meet them?”
I hope this idea grows your business with more clients you enjoy working with.
Márta Borbála Király, of Gyor, Hungary, is a seven-year MDRT member and a Top of the Table member.
For more referrals, watch:
- “Generating referrals through exceptional client service”
- “Stop prospecting: Position yourself as a solution provider” (MDRT member exclusive)