Say ‘thank you’ for referrals. Loudly.

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One of the best ways to get more referrals is to thank the people who provide them. Do it quickly, sincerely, and appropriately. Make the referral-giver feel appreciated for their gesture and they’ll be more likely to do it again.

In addition, let your other clients and contacts know that you regularly get referrals and that you appreciate them.

Find ways to mention it in your newsletter, on your website, and in conversation.

For example, when you tell a client story (to illustrate a point), mention that the client you’re referencing heard about you from a co-worker who had a similar issue. Or you might say, “I just started working with a business owner referred to me by one of the tenants in his building we also represent.”

You can tell people that if they know someone who [has an issue you can help them with], to give them one of your cards. “Tell them to mention your name so I’ll know who to thank!”

When a professional sends you a referral, thank them, by name, in your newsletter, and give their practice a plug.

In your new client kit, describe how to identify someone who could use your help and how to make a referral. Mention that you get most of your clients through referrals and how much you appreciate your clients for supporting you.

It’s simple. Find ways to talk about referrals and you’ll get more referrals.

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