Most consultants misunderstand the referral process.
You see, there are two kinds of referrals:
a) The ones you initiate;
b) The ones that come to you.
The vast majority of people think about referrals as the ones that come to you.
That’s fine if you’re business is well-established, you have a pipeline full of business and a busy schedule. If a referral comes to you and it’s a good fit, you accept it and follow it through.
However, if you’re just getting started or don’t have enough clients it’s unlikely you’ll be getting referrals that simply come to you.
If you want more clients you can’t sit back and wait for referrals to come to you.
It’s up to you to initiate those referrals.
How can you do that?
Here’s the secret sauce…
Make a list of all your friends and colleagues. Your past employers, clients and contacts.
Now one-by-one call them up and ask them for a referral. Continue Reading