When Should You Ask For A Referral?

When is the best time to ask a client for a referral for work done? It’s a question many of us overlook when working with a new client, but is so important in keeping the pipeline of new business opportunities flowing.

It has been my experience the best time to request a referral is just before the completion of a project. It would be presumptuous to ask for a referral in the early stages of a business relationship. Likewise, if you wait until the project is completed, your client may have emotionally moved on.

Timing is Everything

Target your referral marketing request when an assignment is 95% completed; when you still have the client fully engaged, happy with the work you’ve done (of course), and amenable to opening doors on your behalf.

At this point you also have some leverage because you haven’t quite finished the project, and the client is still invested in the project completion on time and within budget. The goodwill built thus far can be motivation for them to extend themselves on your behalf.

Get the client to refer a face-to-face meeting for the ideal scenario

The best referral scenario is when your client:

• Makes the call to a prospect on your behalf

• Introduces you and your firm

• Praises the great work you’ve done

• Explains how they too would benefit from using your firm

and perhaps most importantly . . .

• arrange a time for everyone to meet

In this scenario, the selling is basically done. All you need is close the sale. Anything less is not going to be as effective. If your client just gives you a name and number, but doesn’t make that initial call for you, it is not much different than cold calling.

Referrals = New Business

Asking for referrals is an important part of sales and can lead to lots of new business, but timing is critical. Get your client to accept the important step of making the all important introduction for you.

– Rocky