Client Referral Systems

Hi, this is Dr. Len Schwartz and today we're talking about client referral systems. It’s one of the most cost effective (it costs you nothing) new client referral generating initiatives you can have in place. We're talking about 4 different things you can do today, right now, to get your clients to start to refer more people to you.

The first thing I want to talk about is client education systems. We all know that a consistent client education system and referral strategy needs to be in place, not monthly, not bi-monthly, but every single day with every single client. Not only to get your client to understand the value of what you do, but to have them refer people to you. Because, they want to help someone they know and care about with a particular problem. So, you need to commit to a daily client education system and referral program in your practice. Make sure you use research, because research resonates at the highest level with people. Besides, that takes you out of the picture. You become an objective communicator by using third party or cited research.

Number 2, let's talk about monthly events. How many of you give your clients a reason to bring other people to your office to introduce you to their friends, family members, co-workers, and neighbors? If you’re not having monthly events in your office, you’re leaving a lot of new clients, a lot of money, and a lot of referrals on the table. So, make sure you commit, plan out your entire year in advance. Maybe, have Valentines Day parties in February, a back to spring in March, have an April fools in April…you get the idea. Think about what you can do through out the course of the year, and by the way, a monthly event may also be an internal lecture. Give your clients an opportunity to bring people to your office and introduce them to you.

Number 3, referral cards that you can send to their friends and family on their behalf, right from your office. Research and referral packets that you can mail or e-mail to your prospective clients or your existing clients that want you to send them to their friends or family members. These are all things you have to have in play, if you want to have a consistent new client / referral generating system in your practice.

Finally, phone calls! Have any of you ever talk to your clients about allocating certain amount of time during the week to communicate or get in touch with, or call their friends and family members on their behalf to educate them on how you might be able to help them with their problem? Something you might want to consider is putting this on paper, putting this in your office, educating or informing your clients that you do this on a weekly basis. Just opening up the door may give your clients a reason to tell you about a friend or family member that they have in mind that has a particular problem. Just putting that out their may generate a nice stream of referrals for you, and of course new clients.