The best part about summer? Socializing. What’s the trick to tapping into referrals? We’ve got 5.

Who doesn’t love summer? Long lazy days, walks after dinner, chatting with neighbors, picnics with friends, and maybe a holiday (or two!). Your daily pace changes, and we get out and re-connect with those we love spending time with – friends and family. It’s Saturday morning, and I’m waiting for a cake to cool so I can ice it for a barbeque tonight (apparently I make a really good carrot cake! Who knew?).

But in all seriousness, this is the third night this week I’m out for a get-together. All evenings start the same, some light conversation, pitching in in the kitchen, and then after the kids are occupied, we turn to adult conversation (yes, it’s a thing for those of you with young kids). We share everything, including our experience with you.

Yes. Our friends make similar purchasing decisions as we do, and often need the same products/services as we do. What does that mean? The more informed your clients are about the full scope of your services, the more cared for we feel, the more we connect with you, the more we talk about you with our friends. There’s no better client, then a client that refers. Let’s make it easy.

How do you get more referrals?

Get social – who your market is can largely dictate how much, and what, you share. If your market is professional, then share your thoughts on articles or TED talks. If your market is families, connect and identify with who they are at this point in their life, personal photos, funny stories, “I get you” inspired messaging.

Get writing – Your clients have purchased your products or services based on their defined goals at a specific point in time. What they don’t know is what else you do. If they were happy and continue to follow up, then share what they don’t know. They’re more likely to talk about you if they know more about you.
If you don’t like writing, do vlogs. And by vlogs we don’t mean over-produced, over-edited pieces, we mean share you and all of your flaws. Your clients aren’t perfect, so don’t try to be. If you don’t like video, hire a ghost-writer – they’ll save you a ton of heartache.

Take a good look at your current (and past) clients. What do you know about them, outside of what you helped them with? Where do they socialize and who do they socialize with? Remember, you want them talking about you in a natural, conversational way. So, think about where they are and what they’ll share. Do they know enough about you to talk about you? What do you know about their friends and colleagues? How could you help them? Does your current client know everything else you offer? No? Then inform them.

Lastly, and most obvious, be obvious. It can be as simple as including a call to action in all of your correspondence (newsletters, blogs, signature lines) that simply encourages referrals. Include a “share with friends” at the end of your blog or on newsletters. Often, people don’t think about it, unless you suggest it.

By Peggy Murrah, Founder of PMA Web Services