Creating a Client Referral Program That Really Builds Business

It is quite possible that there is no better, more effective method of advertising than referrals from your clients. They have experienced firsthand the value of teaming with a Virtual Assistant, and their respected word and opinion almost instantly propels you into a “trusted agent” status with the associate whom they are sharing the benefits of a VA with.

Think about it. Others see your clients’ success and satisfaction, and they naturally start to want that for themselves. Once they hear about your services, they are many times more likely to sign on with you than the average prospect who just happened upon one of your advertisements. They have already been sold on your service. They just need a place to sign.

Referrals are tremendously powerful and offer your business a chance to grow like no other, but there is one significant caveat. If you don’t ask for them (and do so properly), you are never going to be able harness their full potential. Creating a referral program is a great way to do that. By incentivizing your clients to provide their glowing testimonials of your services to others, they will actually seek opportunities to spread the word about you!

Here are three tips for developing a business building referral program:

The incentive should have real value to your clients. Now, this doesn’t mean that you have to break the bank, but you should offer something that is substantial enough to sincerely reflect your appreciation for new business directly resulting from their referral. My experience is that a discount or credit to their account works best.

Make sure your program results in new business from both the referred party and the existing client. It is quite obvious to focus on the first part, but if you leave out the latter, you are missing out on half of the benefits of the referral process. A good way to do this is to offer a discount that will be credited towards the referring party’s next invoice. This encourages your referring client to continue to find new ways that their business can benefit from your expert service.

Announce your referral program in a variety of ways. Telling your clients about your it is not a one-time event. Send them postcards periodically to remind them of it (Personally, I favor VerticalResponse to do this). Post it on your website. Mention it in your email newsletters. Include a brief reminder about it on your email signature with a link to your website where they can get full details.

Starting a referral program was by far the most effective business building strategy for my business. I was amazed at the response and the enthusiasm of my clients to refer their friends, family and associates to me. The benefits have greatly outweighed the costs, and I couldn’t have gotten the same results from spending the same amount on other forms of advertising. Of course, other methods of advertising have their place, but a referral program is at the top of the list for me.