This document provides tips for growing a business through referrals from existing customers and contacts. It recommends (1) earning the right to ask for referrals by delivering great value and service, (2) regularly talking to all current and past customers and including a request for referrals, and (3) helping referrers describe their experience and providing examples so they are comfortable referring others. The overall message is that businesses should proudly ask existing clients for referrals to other potential customers.

1. How ToGrow YourBusiness
ThroughPeopleYouAlready Know

2. Mitch Cammidge
CorporateBusinessDevelopment,Growth, andManageme
nt Coach
Dyna-INV -Chief Guru- Business Strategy
HR All-IN -Business Strategist
Integrity Movers -Business Strategist

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Contacts
Suspects
Prospects
Opportunities
Revenue

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People How to Help

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Don’t be shy, either. Some business people think that asking would threaten
client relationships if they “cravenly ask for referrals.” The thought being that it
would make you appear desperate, and diminish you in your clients’ eyes.
That is the wrong mindset: You deliver great value to your customers,
and want more people to benefit from your talents. You should be proud
to ask “whom else do you know that I could help?”
01 EARN THE RIGHT TO

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This is the biggest improvement you can make in your referral
campaigning. Many clients would be happy to refer you, but don’t
know how to succinctly present you and your service to others.
02

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Talk to all current and past customers regularly, and always include a
request for referrals.
03

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Help them figure out how to describe their experience. Many people are
afraid of looking silly in print or while taking to peers, so you can send
them other reviews people have done as models.
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Reward the referrer with continual gestures of thanks and recognition.
BUILD THE RELATIONSHIP05

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Medium Prospects
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24. Dyna-INV -Chief Guru- Business Strategy
HR All-IN -Business Strategist
Integrity Movers -Business Strategist
Mitch Cammidge
CorporateBusinessDevelopment,Growth, andManageme
nt Coach