For a professional services business, referrals are an important source of new clients.  This is the same as in any business, however, it can be more challenging to get referrals if you provide a service that people don’t need regularly that has a relatively high price tag (insurance, mortgages, financial planning, law, etc.).

There are many pieces of a successful referral program, but the most important part is to make sure you are asking!  It’s dangerous to assume that your clients will give you referrals just because they are happy with your services.  You have to make it clear that you’d like referrals, and there’s nothing wrong with asking directly and simply.  

Here’s a basic referral approach for service providers.  You can modify it based on the specifics of your services, but keep it simple.

“Thank you so much for trusting me with your business.  I was wondering if I could ask you a favor? I’ve focused on building my practice based on the recommendations of our past clients, and a lot of our best clients come from the referrals of individuals like you.  Who do you know that I would be able to contact and see if I can help them with their needs.”

Now, not everyone is automatically going to give you 5 people that you can contact, but you will get more than if you didn’t ask.  More importantly, they now know how important referrals are to you.  Even if you don’t receive a referral immediately, the chances of them remembering you in the future is much higher. 

Use this approach consistently, and you’ll see the number of referrals you receive soar!