I have written about how referrals make the world go round, on this blog before and once again I am reminded how true that is. Last week I received 6 referrals for business and they came from a variety of sources, all of which are appreciated more than the referrer knows.
Two came directly from happy clients, which are the most common types in my business. Those are obvious and awesome when they come to us and are a clear sign that we are doing great work for our clients day to day.
Great work and service, empowers WOM – Word of Mouth!
Two came from PR partners who had worked opposite us on brand relationships. Many of our clients have a PR Firm on hand and we are often forced into their sandbox and ordered to play nicely together. We used to get a lot of pushback from those partners as either A) they were trying to diversify and get into social media services and/or B) they just felt threatened by the new agency in the ecosystem. I have always said that we don’t offer PR and we believe that our efforts augment everything they do and vice versa. It is so nice to see that some of these firms have changed their posture, AND that they felt we offered great service and could pair very nicely with their offerings.
Teamwork does, make the dream work!
One came from the very type of relationship I referenced in my earlier blog post above. Someone I had mentored two years back, had landed at a new company and immediately told them they needed to hire us for their social media needs.
Long game, paying off!
The final and perhaps most gratifying one came from a former (and internal favorite) client, who left us abruptly earlier this year. They hired a new Director of Marketing who came in with their own ideas and agenda and ultimately pushed us out. This is hands down the number one reason for churn in our business and is so unfortunate, because if communication is excellent, it is usually unnecessary. Regardless, it was so great to receive this particular referral, as it was a statement that although we are no longer dating, they remain a fan and convinced that we add a ton of value. So much so that they recommended the client “hire us right away to learn and implement a real, make sense social strategy” and that client couldn’t wait to get started.
Client relationships don’t always end, just because they stop paying you!
I remain convinced that if you are passionate, provide great service, work hard and don’t lose your cool, that you can generate a referral funnel from all types of sources. Everyone you come in contact with should be better off for having met you and you should leave an indelible mark on each of them. Do it, and they will remember you when the time is right and be your biggest advocates.