As accountants, we are often asked for referrals but are you comfortable asking for them from your existing clients, and if you do, how often do you receive one?
Let’s face it, you work hard for your clients and most appreciate what you do. So how can you help them help you grow your practice?
This probably varies by firm and how many clients you have but the responsibility of referrals isn’t in the hands of your clients. If you want to have a growing practice, it is your responsibility (Yes, you!).
Let’s start with a couple of questions:
- When was the last time you asked any a good client for a referral?
- When was the last time one of your staff asked for a referral?
Like everyone at the sixth grade dance standing around the outside huddled in groups, let me state the obvious: You likely won’t get out on the dance floor if you don’t go ask someone to dance and make it happen.
If you do good work for your clients, you should not hesitate to ask for new client referrals from your best clients. Asking for a referral is not different than asking a prospect when they would like to start your service. If you don’t ask the question, then you probably won’t get the order or the referral.
Most of you just finished up another busy season, you saw your clients, you provided them with tax returns and maybe financial statements for their bank, they were thrilled with your service, you love working with them, and yet you failed to ask for a referral to their friends/associates like them, who are likely also desirable clients.
While you were busy and wanted to move on to your next client, and that moment face to face with your client when you could ask for the referral has passed - so what should you do in the future?
Here are Some Suggestions
Jeff Brandeis ([email protected]) is a seasoned sales coach who started his career in KPMG Peat Marwick in tax in the early 1990’s. During his 25 year career, Jeff has trained, led, and developed salespeople at all size companies – from startups to global leaders like CCH Wolters Kluwer. Jeff and his team are passionate about helping accountants sell as well as they do the other parts of their practices.