A Dale Carnegie report suggests 91 percent of customers would give referrals, but only 11 percent of salespeople ask for them. You never know when your clients might have an opportunity for you, but you don’t want to pester them to find out. The solution: connect before you ask for referrals.

Try one of the actions below. Then, follow up with a quick phone call. Your clients won’t feel pressured when your focus starts with them.

Keep in touch. You can find hundreds of inexpensive ways to reach out to clients regularly in order to spark up a conversation, all of which may conclude with a low-pressure referral request. Send your e-newsletter, a recent and relevant article, holiday greetings, industry news that’s important to them and more. If you can automate the process, even better!

Share a recipe. Few things have such broad appeal, and according to Pinterest, recipes have been among the most popular Pins in recent years. Pay attention to cues your clients give about things they enjoy, or send seasonal favorites. If you and your clients aren’t connected on social media, emailing or snail mail works, too.

Be a resource. Your clients have needs and desires outside your core service. Think of ways to help them. Provide specific information they’ve had trouble locating, a referral to another trusted professional, or maybe sightseeing spots for their next vacation. If you can be a resource in any way, your clients will remember the extra level of attention you gave them. And, when they know someone who needs your services, they will gladly recommend you.

When you follow up with your clients and offer value to them, they will be happy to return the favor with a referral.

Feel free to pass these helpful tips along to your team, clients and colleagues!

Source: Inman.com