Get Referrals Without Asking

Here's a checklist of strategies  you can use to make sure you are doing everything possible to get more referrals - with or without asking.

1. Ask good questions. You provide value through the questions you ask.
2. Always lead with value. If you look to provide value at every turn, you will build trust and become more referable from the very beginning of any new relationship.
3. Always tell the truth. It's not always easy to question a prospect or client's assumptions. It's not always easy to deliver the bad news. Doing so, however, will build trust, loyalty, and referability.
4. Always, always, always, discuss expectations in your relationships. Do this early and often. How can you meet your clients' expectations if you don't know what they are?
5. Communicate your value proposition to prospects, clients, and centers of influence confidently, clearly, and succinctly. As Leo Pusateri would ask you, "Are you a black belt in how you articulate your value?"
6. Build business friendships with your clients. Create a relationship that goes beyond the core business you do together. People do business with and give referrals to people they like.
7. Create and USE a client-service promise that guides you as to when and how you stay in touch with your clients. They will appreciate you having this model and sticking to it.
8. Promote referrals. There are many ways to do this. Here's one, say to your clients, "I'm never too busy to see if I can be a resource for your friends, family, and colleagues."

Use this checklist to make sure you are doing everything you can to get referrals without asking.