Mastering the Art of Referral Work
One of the most annoying things to hear a freelancer say when you ask the question “How did you get so many clients” is the answer “Through friends!” You are left questioning how they have so many connections and friends with available work. However, it is the reality for many freelancers. In this blog, we will break down some ways you can reach that point too!
Once you land your first client, it's time to focus on growing your business through referrals. People refer you when they trust you — so the best you can do is produce high-quality work and be a social player in the game!
1. Provide Excellent Service Every Time
If someone refers you to a job, it is also a reflection on them! This means they were impressed with your quality of work and communication. It is imperative to always put your best foot forward with every single one of your clients. You never know when someone has a great connection! Regardless of that outcome, as always, you should be working your hardest for every client. It all adds up! It is super important that you focus on communication here because let’s face it: most people are bad at communicating, especially digitally! If you are a fast responder and have clear written communication, you’re golden!
2. Ask for Referrals Proactively
Don’t wait for clients to offer a referral on their own. After you have wrapped up a project or when a client expresses satisfaction, ask for a referral! Think about how many times you haven’t done that before — and think about how many opportunities you probably missed out on because you simply didn’t ask. Rule of thumb: ask for what you want. Be specific about what you're asking for, whether it's a direct introduction to someone in their network or a testimonial you can use on your website.
3. Offer Incentives for Referrals
Create a referral program where clients get something in return for bringing you new business. This could be a discount on future services, a gift card, or even a free consultation.
Actionable Tip: Create a simple referral program. For example, offer a 10% discount on future services for every successful referral.
4. Leverage Your Existing Network
Your network is a great starting point for referrals. Let friends, family, and colleagues know you’re looking for work. They may not be your ideal clients, but they can introduce you to people who are.
Actionable Tip: Reach out to your existing network with a personalized message, telling them about your business and asking if they know anyone who might need your services.
5. Keep Referral Channels Open
Always make it easy for clients to refer you. Ensure that your contact information is accessible, and provide them with the tools they need, such as referral cards, email templates, or direct links to your website.
Actionable Tip: Send clients a simple referral template they can use to introduce you to others via email or social media.
6. Work With a Team
One of the best things you can do early in your career is work with a team of people — whether it is part-time or full-time. Making connections to talented people (bonus points if it is your ideal industry) can lead to many paths down the road. You never know when an old coworker or boss is going to send you to the next big thing. This is one of the most common ways to meet new people!
7. Lean on Investors
Now, this one is maybe a bit specific to our friends who have worked at startups before! A lot of the time, employees at startups are able to have a touch-point with investors. If you don’t naturally, you can try to get into those conversations by talking with your boss or manager. Once you have some type of relationship with investors, if the time comes when you go freelance, be sure to tell them! Reach out and let them know that you are leaving the startup, going freelance, and are open to work. Remember, their job is to grow startup businesses. If your skill can aid int hat process, there is a likelihood that they will refer you to more of their portfolio companies.
Parting thoughts
Referral work is a key driver of growth for freelancers and agency owners. By delivering outstanding service and creating a proactive referral strategy, you'll be able to expand your client base without needing to rely solely on cold outreach. Stay consistent, keep nurturing your relationships, and your referral pipeline will grow steadily.
