Referrals have been a hot topic lately, and on this week’s Dear Katie, I was asked: You did an awesome blog a while back about creating a kick-ass referral strategy. What are your thoughts on the best places to find referrals?
Before I go into how to narrow down your referral sources to drive new business, it’s important to read through the referral marketing strategy the person was talking about in the first place.
Once you have read through everything, it’s time to start thinking about referral sources.
Common sources for referrals are:
You want to leverage all of these referral sources because they’re often easy wins. But there are also uncommon ones that I don’t see enough accountants tap into that can drive serious business to their firms.
I do recommend that you have a niche for these recommendations. Some may even be more of a partnership than a traditional referral, but they all need to be on your radar.
If you look at any networking rockstar, you’ll find that they spend a lot of time around business coaches and consultants. You want to grow your firm, and these two entities can provide shortcuts to reaching your goal.
Back in June, I hosted a webinar with Michelle Weinstein, aka The Pitch Queen.
Accountants who need sales training know that they can rely on Michelle to help them become irresistible salespeople who sell their services almost effortlessly.
Because our services complement one another, we can easily refer clients to one another.
I want you to ask yourself two questions:
Of course, you want to vet the coach first to make sure that the products and services they offer align with your values.
Who are the top software providers and technology vendors in your niche? These providers and vendors could be valuable referral sources.
After all, they love providing value to their audiences, and you can help them do that.
As someone who works with accountants, I’ve partnered with some incredible software providers who share similar audiences: Ignition, Gusto, Canopy, FloQast and Clockwork just to name a few.
Not sure where to find software providers? Check out G2.com.
Do you have followers on social media, a podcast or another platform? Ask them for referrals! Your followers can be an excellent referral source. Just make sure that you do two important things:
Not sure what to offer as an incentive? I share a few great ideas in my “How to Create a Kick ASS Referral Strategy’’ blog, so head over there and check it out.
You don’t have to provide incentives, but people do like to be rewarded and they can be great motivators.
You now have three potential referral sources. The question is: how do you reach out to them?
It is SO important to do this with tact. Make sure that you customize the message to each person you reach out to and that you’re being genuine. For example, if this is going to be a one-way referral relationship (i.e., they are only referring business to YOU and not vice versa), then don’t act like you will also be referring business to them.
But let’s say there is potential for you both to refer clients to each other. You could send a message like this one:
Hi Name,
I love what you’re doing in the X niche and was curious if you’d be open to a call to explore if there are synergies. We help X niche achieve Y. I think there are some ways that my clients may be able to benefit from your (services/products/etc.) and potentially vice versa as well. Here’s a link to my calendar if you’re open to an exploratory conversation.
Feel free to use this example as inspiration; however, make sure you’re personalizing every message you send.
Don’t be afraid to think outside of the box when it comes to referrals. But when you’re reaching out, always do it with tact.
And that’s a wrap on this Dear Katie!
Now I want to hear from you. Do you have a question?
Until next time, cheers to your success!
Katie
Accountants can find referrals from business coaches, software providers, and their social media followers. These sources often provide valuable connections that can lead to new clients.
Identify coaches who serve your niche and reach out to discuss potential partnerships. Ensure their values align with yours before collaborating.
Look for software providers and technology vendors that cater to accountants, such as Gusto or FloQast. They often have audiences that can benefit from your services.
Engage your followers by clearly stating who your ideal clients are and what incentives you can offer them for successful referrals.
Customize your outreach message for each potential source, being genuine and clear about how the partnership could benefit both parties.
While not mandatory, offering incentives can motivate people to refer clients. Consider discounts, gift cards, or exclusive services as potential rewards.