You already know that as a photographer getting referrals is one of the best things you can do to build your business quickly and cheaply.
In a perfect world, if every new client referred a friend, you’d have an endless stream of new clients without spending a dime…
But the simple fact is that most people don’t refer – not because they weren’t happy with the service you provided or the result. They simply didn’t have time, couldn’t be bothered, or weren’t specifically asked for the referral.
In this article, I’ll give you a plan that’ll make getting referrals easy – and within a matter of weeks you’ll see your business start to balloon thanks to this new source of free clients…
The biggest hurdle most photographers face before getting referrals like clockwork, is the fact that it can be awkward and embarrassing at first.
You stumble on your words and almost sound like you’re begging for more clients, making you look desperate and unprofessional.
If you choose to give up after 1 try, or even never bother asking (like most photographers) you’re cutting off a huge stream of great clients that wouldn’t have cost a dime!
How To Overcome The Hurdle
The first 4 or 5 times you ask for referrals might sound awkward and rehearsed, but you WILL overcome this! It’s like any other skill – it just takes practice!
If you can set a goal right now to just ask the next 10 good clients for a referral, you’ll have boosted the profits in your business by at least 30% by the end of the year.
By the time you get to asking for a referral from client 5, you’ll start to get in a rhythm and find it easy. You’ll ask naturally and confidently…
This will give your clients the impression that sending referrals is the normal thing to do. It’s what everyone else does, so why wouldn’t they do it?
Here’s a guide that’ll give you an idea of what to say, along with what the client might say:
You: You know, I really appreciate clients like you!
You: You probably know I’m not like those huge photography companies with massive advertising budgets. I prefer to spend my ad budget on getting better results and giving much better service to clients like you… So I’d really appreciate any referrals when you know someone is looking for a photographer.
Client: Yeah, definitely.
You: I never let a referral go un-thanked, so even if you don’t want a gift – I’ll force one on you for every person you send! (laughs) – So just tell anyone you send my way to mention you so I know who to thank.
Client: Ok, sounds easy enough.
You: *Move on to answering questions*
Of course every conversation will be totally different, this will just help with how you’ll get it started.
So set that goal of asking the next 10 good clients for referrals, and let me know how it helps your business!
NOTE: The next article will be on how to make giving referrals easier for clients.
Do you currently ask clients for referrals in your business? How has it helped you?