Don’t wait for referrals; ask for them from each and every client and contact you ever knew.

A recent survey showed that in a list of “why have you chosen your existing marketing agency?” number two was “The agency was recommended to us”. Just think about that for a moment compared to all the things you think are the reasons people hire you…

It’s not your web site… it’s not your presence on LinkedIn… it’s not your wacky YouTube channel or your Instagram account. People like a ‘safe bet’ and if ‘Dean over at Company X’ has already used you and liked working with you, be sure to squeeze every last referral from him.

In cold channel new business we talk about having about 20% to work with when it comes to being brought on board, simply because we know that about 80% of business goes to incumbent agencies or referred companies. So why voluntarily sit on the outside of that equation?

Being introduced to a potential new client removes the cold moniker from your resume. You’re now the guys the client “doesn’t know, but came highly recommended”.

It creates SUCH a massive shift in the way you will be regarded it’s worth the potential ‘embarrassment’ of not being referred when you ask.

When was the last time you asked a current or ex-client for a referral? Unless your answer is “just now” then you’re not doing it enough.

Get it sorted.