Ask Felicia: Asking for Referrals

Q: Dear Felicia -

I am trying to grow my new massage practice and really want to increase my word-of-mouth advertising so clients will refer new people to me. However, I feel like I sound needy or pushy when I ask them to do this, so I don't ask very often. What can I do to get referrals without feeling this way?

~ Frustrated Therapist

A: Dear Frustrated -

You know so many people talk about the need for word-of-mouth advertising, but don't know how to get it. The reality is you do have to start with your own word-of-mouth...by talking to your clients about. This is a common business practice and one that should be familiar to most massage clients.

To get referrals for your practice, you need to ask for them, period. Start by telling your clients that you are trying to build your business and would really appreciate them sending you clients like them, their friends and family, neighbors, co-workers, etc. Then, of course, follow up on each referral by thanking the person who gave it promptly. Then keep on asking.

It is usually helpful to have a specific referral plan or program in place - something that will give an incentive for people to promote you. It need not be much of a reward - perhaps a small discount or gift for each referral sent. But it should be simple to explain and affordable enough for you to follow up on with every single referral.

When I was growing my own practice (and later day spa), I gave a $10 off certificate for each new client that was referred to me. Some people sent so many new clients that I let them collect certificates until they have enough for a free session.

Whatever the case, if you do a good job for your clients, they will want to help you succeed. Be confident that there are others out there who want to know about your services. Then let the world know you are ready for them to find you:-)

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