5 Ways to Get More Referrals

Woman pressing one of many faces on a gridDo your clients even know you WANT them to share your name?

By Sandi Leyva

The most popular way to get clients is from referrals or by word of mouth.

MORE SMALL FIRM GROWTH STRATEGIES: Measure Client Retention … Against Yourself | Turn to the ABCs for Client Feedback | Use Client ‘Touch Plans’ to Stay in Touch | Build Your Revenue Plan in Reverse | 5 Fast, Easy Ways to Turn Annual Clients into Year-Round Clients | Best Practices for Growth: Network, Specialize, Share | How to Handle Referrals – And How Not To
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A referral takes place when other clients refer you to their friends or a business associate passes your business card to a prospect, and the prospect calls you for more information. At the beginning of your career, you may get started with referrals from relatives, personal friends, previous employers or co-workers, or other entrepreneurs if you have been active in professional business groups.
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Measure Client Retention … Against Yourself

Young businesswoman working on laptop computer with growth chart in backgroundLearn where you stand in 8 simple steps.

By Sandi Leyva

In order to find out whether client retention is improving, you need to compute a baseline rate.

MORE SMALL FIRM GROWTH STRATEGIES: Turn to the ABCs for Client Feedback | Use Feedback for Service Innovation | Create Your Marketing Plan | 3 Steps to Using Social Media to Increase Your Search Rankings | Six Concrete Ways to Help Business Clients Reach their Full Potential | Why Businesses Offer Subscriptions | Your Time Has No Inherent Value
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You can easily do this by starting out with the Sales by Customer Summary in QuickBooks or a similar report in your accounting system.
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Turn to the ABCs for Client Feedback

Two businessmen shaking hands at a restaurant tableAnd remember the 80-20 rule.

By Sandi Leyva

If you’re feeling overwhelmed about taking every client to lunch or coffee and wondering where you’re going to get the time, then try the ABCs first.

MORE SMALL FIRM GROWTH STRATEGIES: Use Feedback for Service Innovation | Take Your Client’s Pulse | How to Determine Your Ideal Client | Clients Need Advisory Services More Than They Know | Welcome to the Subscription Economy | Marketing vs. Sales and How to Plunge
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Not every client needs extra private (unbilled) time with you, just your top clients. The ABCs is a ranking method that will help you figure out which clients your top clients are. Group your clients into three groups: A, B, and C.
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How to Use Client Feedback for Service Innovation

Business people laughing at lunch in a cafe outdoorsWhat will you do if some of it is negative?

By Sandi Leyva

One reason to ask for client feedback is so you can improve and expand your services or create new service lines.

MORE SMALL FIRM GROWTH STRATEGIES: Take Your Client’s Pulse | Use Client ‘Touch Plans’ to Stay in Touch | Build Your Revenue Plan in Reverse | 5 Fast, Easy Ways to Turn Annual Clients into Year-Round Clients | How to Teach Financial Literacy | How to Keep Current | Best Practices for Growth: Network, Specialize, Share | 10 Easy Tips to Boost Your Business Cash Flow
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You can also send a survey to do this, but the questions will be different.

Here are just 25 ideas:
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How to Use Client ‘Touch Plans’ to Stay in Touch

Businesswoman using phone working on laptop in coffee shopBONUS: Three sample plans plus 31 quick ideas.

By Sandi Leyva

Are your current clients happy? Or are they on the verge of leaving you?

MORE SMALL FIRM GROWTH STRATEGIES: Create Your Marketing Plan | How to Determine Your Ideal Client | Clients Need Advisory Services More Than They Know | 10 Tips for More Energy | Marketing vs. Sales and How to Plunge In | When You Should Answer Questions for Free
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

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Create Your Marketing Plan

Sandi Leyva: "If the trust isn’t there, neither is the sale."The 13 channels you have ... but you won't need all of them.

By Sandi Leyva

Once you know the type of client you want to go after and the number of new clients you need to get, you can begin on your marketing plan.

MORE SMALL FIRM GROWTH STRATEGIES: How to Determine Your Ideal Client | Build Your Revenue Plan in Reverse | 5 Fast, Easy Ways to Turn Annual Clients into Year-Round Clients | How to Teach Financial Literacy | How to Keep Current | 10 Easy Tips to Boost Your Business Cash Flow | How to Fire a Client | How to Manage Client Expectations
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

There are simply two steps:

  • Deciding which channels you’ll be using, then seeing how many clients you can get per channel
  • Converting the number of clients you need into the number of leads you need in order to close the correct number of clients. You won’t get a “yes” for every lead you attract, so you’ll need more leads than clients to make your number. The difference is your close ratio. And it varies for each channel you use.

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