Giving Referrals/Getting Referrals

I recently started doing something new on appointments that will hopefully enable me to give and receive more referrals, and create a stronger relationship with my clients. I call it my "Referral Sheet". I have 5 categories of questions I ask my clients, and I try to get five referrals listed under each.

It looks like this:

What types of companies do you provide services/products for?

Industry	Company
1.
2.
3.
4.
5.

This will hopefully enable you to refer business to your client. Also this shows that you're interested in helping their business, and it will help you understand what your client does better.

What types of companies refer business to you?

Industry	Company
1.
2.
3.
4.
5.

This again is that you're looking to grow your client's business.

What other business services/products do you use?

Products/Services

1.

2.

3.

4.

5.

This is where you try to get referrals for your other clients, and business networking associates

What trade organizations are you involved in/What publications do you read?

Organization/Publication

1.

2.

3.

4.

5.

You ask this, so that now that you were able to sell to one entity in this industry, you can try to sell to others in the same industry and become a specialist. Second, it will help the client think of other people they know in their industry they could refer you to.

Who could I speak to about my services?

Name	Company	Phone Number/Email
1.
2.
3.
4.
5.

Now you've asked for 25 names, and hopefully it has triggered in their head 25 people and companies they can refer to you to talk to. In turn, you've also hopefully received at least 5 referrals for your network.