The Key to Generating More Referrals: Just Ask!

When CPAs or Tax Accountants say they want to get better results from their marketing efforts, I always ask how they are handling their current clients.

Usually, the first issue is getting over the uncomfortable feeling of asking a client for a referral. If you present the idea correctly, clients will gladly send referrals your way. Their biggest concern is protecting their reputations.

Start using referral language in all of your marketing communications, including letters, emails, newsletters, or Web pages. 

The second step is building your network of readers on Facebook and sending email newsletters. The larger the network, the more the referrals generated. 

The following is sample copy that can be added to your communications.

Sample Introduction 1 - 
Referrals are the cornerstone of any service business.  This firm relies on satisfied clients as the primary source of new business, and your referrals are both welcome and most sincerely appreciated!

Sample Introduction 2 - 
As you are already aware, I am a committed professional who is dedicated to your success. I value our relationship and appreciate your continued confidence and patronage. The foundation of my practice is an unwavering responsibility to my clients and to those you personally introduce or refer to me.  

Body Copy Sample - 
When you refer clients to us, you are expressing your faith and confidence in the services that we offer and will continue to provide to you.  You may know business associates who need professional tax assistance or family members and friends who struggle to do their own taxes every year.  No matter who you refer, rest assured that their individual tax needs will be handled in the same professional manner as yours have been.

Confidentiality Statement -
Since your referrals are generally individuals with whom you are well acquainted, you may have some concern that your business matters will be discussed with the new clients that you refer.  This office guarantees the confidentiality of client information.  Your personal, financial, and tax data will not be shared with anyone else.

Sample P. S. - 
Feel free to introduce me to others you know. I promise that I will treat them with the same care, courtesy, and respect that you have enjoyed in our relationship.  

Use common sense about where and when to ask for a referral. And be consistent. 

  • Lee Reams II

  • I am a marketing junkie who has spent the last 20 years developing and executing "best in class" word-of-mouth marketing campaigns. With over 10,000 happy clients I think we are on to something. The explosion in web marketing and social media have redefined the way independent professionals market their practices. Follow my blog to see if you can take some of our actionable ideas to market your own practice.

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