There are usually only a few reasons you don’t get referrals: People don’t know what to say, they don’t know you’re looking OR they think you’re a bad person. That’s it! If they’re a happy client or connection and understand what you do, they want to support you.
Ensure happy clients KNOW what you do. Your job is to make sure they understand what types of clients you work with and what problem you solve, so don’t be afraid to bring it up in conversation!
Make it known that you are looking for new connections. You could say “I’m really looking forward to the upcoming year because I’m on the pursuit for more clients like you.”
Model the behaviour. As always - look to BE a champion first. Find out who they’re interested in meeting. You may know the perfect connection for them!
AND - if ALL that happens and they STILL don’t refer you…then they think you’re a bad person. And I’m not the one who can help you with that!
BONUS TIP! Once they’ve said they’ll connect you with someone specific, ask if they’d like you to compose the introduction email to make it easier. They’ll always say yes!