Building a Referral Incentive Plan

shake handsPhoto courtesy of The Tax Haven

It’s a fact that many business professionals get most of their work through referrals from colleagues, current or previous clients, networking, and friends. It is also true that you’d have a hard time finding a professional who isn’t interested in getting more referrals. How does one accomplish that?

The first step to getting recommended is to ensure that you have the qualities that potential clients are looking for in your field. Naturally, some of these qualities will vary from one profession to the next, but as a general rule, people refer clients to professionals with certain desirable qualities:

  • Dependability
  • Reputability
  • Tenacity
  • Honesty
  • Results-driven

At Veitengruber Law, we will refer our clients to our colleagues based on the above qualities, so that our clients get the best service they need, if we can’t provide it for them. Above all, it is important to us that the person we are referring someone to is friendly and easy to get along with. Having a great rapport with clients is one of your best bets when it comes to getting referrals.

Of course, even if you possess all of the above qualities and you are awesome at what you do, you may not be seeing referrals flying in. There’s more to it than that, for sure. In order to further encourage your colleagues to refer other clients to you when they need services that you can provide, you’ll need to be more proactive

For example, some professionals do not feel comfortable asking for referrals, for fear of looking desperate. The fact of the matter is, most professionals are in the same boat! Everyone understands the need for new clients, and it’s possible that some assume that you’re too busy to take on any more work. Asking for referrals can be as simple as saying, “I’d love to help anyone you know who needs my services.”

Incentives may also help bring more referrals your way. For example, Veitengruber Law works closely with other professionals like accountants, financial planners, divorce attorneys, realtors, and mortgage brokers. Any clients who are referred from other business professionals will receive a free consultation, and we are even willing to see your client in your offices for the initial consult, if that makes your client more comfortable. You may want to try a variation of our referral system, to see if it works in your favor.

Continue networking at every given opportunity so that you can forge important relationships and friendships with the type of people you are most likely to receive referrals from. Also, make sure that you are returning the favor by referring your clients to a variety of your colleagues. When business professionals work together, clients benefit the most because they get high-quality services from trustworthy business owners.

Your client’s win is also a win for you, because every time you refer someone, you are actually growing your network, one step at a time. Following the examples given, you’ll soon see more referrals coming your way.

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