You love referrals from clients don’t you? You probably would love more too I bet. There is nothing wrong with that, what is wrong is giving your client a gift every time, it starts to get a little awkward!
Having spoken to literally hundreds of clients of Financial Advisers I know all they expect in return is a thank you. You’d be surprised how many Advisers don’t say thank you!
So what should you do, I hear you ask?
Firstly, never ask for an introduction in the first meeting – unless they are raving about you, swinging off the chandeliers and bursting with praise for your one hour of work. Introducing someone they know to your business is a real privilege because you don’t work with everyone – you work with ideal clients.
It’s not your clients job to do your marketing, it’s yours.
When a client does introduce someone to your business a simple ‘thank you’ is all that is needed. You can call them, email them, create a short personal video to say thank you – all effective ways.
I was speaking at a PD day in Brisbane once and we were discussing this concept of just saying thank you and it really resonated with the Advisers but there was one Adviser that said, “I have one client that refers work to us all of the time and every time he does I give him a bottle of wine, I can’t stop that!” And he can’t! If you already have a client that introduces clients to you on a regular basis and they ‘expect’ that gift you can’t take it away however, if you don’t give a gift then my suggestion and recommendation is that you don’t but you DO acknowledge them and say thank you.
There are other ways you can say thank you too – in your monthly newsletter, your FB page, your blog post – these are all great because it openly acknowledges but also lets others know that you appreciate introductions (another way of asking for them!).
In one of the Advice businesses I work with, they have a list of clients that have introduced people to their business and it gets added to all the time – they have it on a wall in their reception area – has a massive impact!
Myself – I love introducing people to others for the purpose of helping them, do I expect a gift? No! that would be awkward!
No gifts but please remember to say “Thank you” so many others forget.
For more information about how to leverage your referral relationships, watch this online presentation now “9 Ways to Leverage Your Referral Relationships”