2Bobs—with David C. Baker and Blair Enns
How to Ask for Referrals
Aug 16, 2023
The podcast explores the importance of referrals and word of mouth in lead generation, discusses indicators of successful referral strategies, emphasizes the role of personal connections and trust, and delves into the concept of referral fees and the importance of disclosure.
27:06
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Quick takeaways
- Selling strategic services to senior people and fostering a personal connection with clients increases the likelihood of receiving valuable referrals.
- Formalizing and prioritizing referrals by codifying a three-step approach and creating a systematic referral plan can significantly boost a firm's referral-based business.
Deep dives
Characteristics of Firms Leveraging Referrals
Firms that are successful in leveraging referrals have distinct characteristics. First, they sell strategic services to senior people, as referrals from senior individuals hold more weight. Second, their clients talk to each other easily, providing an organic environment for word-of-mouth referrals. Third, having a personal component to the service or value increases the likelihood of referrals, as clients feel a stronger connection. Finally, firms that have a disciplined approach to referrals and follow a three-step framework (do good work, say please, say thank you) are more likely to generate consistent referrals.
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