How to Get Referrals. Who are your Cheerleaders?
Referrals do happen naturally and if your accounting firm generates business with referrals with any regularity, then you should be proud of that. Clients must value your service. Without question, the foundation for generating referrals is delivering valuable service. Doing all of the things to create excellent service is the hard part.
The question is – are you fully capitalizing on this strength?
There is a huge opportunity here to get more of the clients that you want. It’s a matter of focusing on your cheerleaders. Here are a few key questions to help you get started:
• Who are your favorite clients?
• Which of those clients are well-connected and highly social?
• What do they most value about your service? (If you are not sure, then by all means ask them.) Here is a previous blog post on that subject.
• Do they know anyone who would appreciate that kind of service? (Again, just ask.)
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