Sometimes, clients who would be more than happy to give you a referral hold back because
a. It hasn’t occurred to them, or
b. They don’t know how best to go about it.
Up your chances of a steady flow of referrals by making it easy for clients. Give clear instructions on how they can help. There are a bunch of different ways referrals can work:
They could send an intro email on your behalf.
If you want your clients to initiate email contact with a prospect, take some of the legwork out by giving them a loose template email, or an example of what other references have sounded like: “We’ve recently worked with Imaginary Agency and think they could be really beneficial for your team. They’ve been a joy to collaborate with, and this is what they do…” etc.
They could invite a colleague to join near the end of one of your meetings.
There’s no better pitch than getting prospects to watch your process. If your client mentions a colleague you’d be interested in working with, ask your client to invite them to join towards the end of your meeting. One little taste of your agency and hopefully they’ll be hungry for more.
They could agree to have their contact details listed in your proposals as a referee.
Or they could simply agree for you to name-drop them when you reach out to a mutual connection.
Anything that makes a new business outreach less cold is a helping hand!