Here’s one from the TinBu Archives:

Grow Your Business with Referrals

Several years ago I did a project for a savvy and successful real estate agent, with more than 20 year of experience in the realty business. After completing the project (I designed a logo, A-Frame sign, business cards, letterhead and envelopes to replace outdated material), she sent my payment in a thank you note that included a quote which I continue to use to this day: “If you are pleased with my services, please refer me to your family, friends and associates. Referral is the highest form of flattery!”
I think this quote really says it all—there is no better endorsement than a satisfied client passing your name on to a respected associate. Referrals also represent Word of Mouth Marketing, which is really the best form of marketing, because when a client passes your name on, your name is “out there” and the word of mouth “buzz” is singing your praises. And this happens without any additional input from you, so you can focus on taking care of your business—this is why Word of Mouth Marketing and referrals are so valuable.
Referrals, however, do not magically materialize. They are the result of hard work, initiative and a little good fortune. Currently, I’m in the midst of reading How to Become a Rockstar Freelancer by Cyan & Collins Ta’eed, and they offer some invaluable insight into securing referrals, which can ultimately be applied to any business.

Why do clients refer you?

Most referrals can be divided into four basic categories:

Quality of product or service your business provides

If you consistently provide top quality products or services, the odds are in your favor that your clients will refer you to their friends and associates. This should really go without saying, but doing the best job possible for whatever project you’re handling always works in your favor!

Being Consistent and reliable

Generally speaking, everyone appreciates working with someone that responds to emails and phone calls, not to mention delivering on the promises they make, within the deadline they promise to meet. Reliability and consistency is second only to quality of work in terms of attributes that motivate your clients to refer you to their associates.

Affordability

This one is kind of tricky, and in some respects, can contradict the two previous points. Some clients are focused on price. They need to get a job done, but their budget is tight and they’re welling to take what they can get for the price they can afford to pay. If you provide a great product or services for a low price, you’re in even better shape, because your referrability is a slam dunk. If, however, you offer a decent product or services for a low price, your price conscious clients will more than likely be satisfied and refer you to their price conscious associates.

Easy of Use

If you are courteous, easy to work with, and generally sympathetic to your clients needs, they’re much more likely to recommend you to their associates. You would be surprised how much the likeability factor comes into play. If a client has a positive experience working with you, they would have little hesitation in referring you to someone else.
Gaining referrals really comes down to overall performance. If you:

• Don’t provide a quality product or service
• Are unreliable or inconsistent
• Are over priced (relative to the level of service you provide)
• Are difficult to deal with

…you won’t be referre
**One very important element to keep in mind with any referral is that you are being recommend to a new prospect by an existing client. If you don’t perform well for the new client, you’ll make your existing client look bad and possibly jeopardize your relationship with them. Therefore, you stand to lose both clients, plus any future referrals.
Bottom line: be very conscientious about taking on new projects. If you’re too busy, don’t get a good vibe about working with a particular person or can’t perform to their expectations (whatever they may be), don’t take the job. You’ll be better in off in the long run.
 
 
Closing Shots
The quote I offered at the opening of this piece illustrates a very important point to keep in mind: asking for a referral never hurts. If you feel good about a job you’ve done, and the client appears to be satisfied, don’t be shy about asking for a referral. If you don’t ask, you never know what opportunity you might be missing.