Word of Mouth – how to get More Referrals TOP TIP: A regular newsletter can be simple. Many Independent Professionals get hung up on spending hours on a newsletter, whereas all you want to be is a resource for your clients and others. Focus on creating 3 valuable points, keep your newsletter short, and send it out once a quarter if you are concerned about creating junk mail. You can easily set up a broadcast list for email newsletters, which will prompt you to have your text ready a few days before your scheduled broadcast, and will allow your subscriber list to grow and register automatically. Imagine that you never had to do any ‘marketing’ again. Let’s set the scene: the phone rings continuously, with callers saying ‘a client of yours gave me your number – I think you may be able to help me’; you find yourself collaborating with people on projects you’d never thought they needed; you create a waiting list of clients who are happy to wait for you because they have heard about you from a trusted resource. Your Business is filled 100% through referrals, and all your time is spent in relationship with potential clients, serving them, rather than trying to educate people about what you do. Building a strong referral engine forces your focus onto what you do well. Becoming known requires that you stand a little taller and more firm in your confidence. We’ve put together an assessment (below) that will help you to be more sure of yourself, as well as do the things that will get people talking about you. But before you use the assessment, ask yourself: How will you make yourself a topic of conversation for your clients? List 10 good reasons that your clients might talk about you – these questions might help: What is unique about your service? Why is it so valuable to your clients that they know and trust you? What is new that you do that not many people know about? What good feedback have your clients recently given you, and how could you do more of what they find valuable? When people talk about you more, you start to feel different: More time will be spent SERVING people and less energy on selling to them You’ll be able to relax and focus on what you do well, rather than whether your business will continue You'll be more confident, and find it easier to talk with people about what you do because you will have developed the language of service Word of Mouth Assessment  Yes   No  I send my clients referrals My clients, friends and professional network know who I like working with I update my network regularly as I change speciality / upgrade my service through training etc I have a newsletter that is easy to run and gives value for people I help people to experience what I rather than telling them about it My clients have all my details and spare business cards to give to others I thank for referrals I know the 8 people who send me most business, and I have a strong relationship with them I continueally improve my product/service and have an easy system for informing my circle When a client is disatified I take 3 'over-the-top' actions to make sure it never happens again (I upgrade myself as well as my systems) Do It! You can set up a template for each of these procedures, and then set up reminders in your diary for running the template/ procedure. Once you’ve done the work once, it becomes a regular routine – and you can get your assistant to manage it for you. What are you waiting for?! © Baillie and Friends Ltd

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