How to Grow Your Referral Network in Accounting
Referrals can be an excellent way to secure more business. Often, a friendly word about the quality of your accounting services can go a long way when you need to land more clients, so having a robust referral network may be the key to your success.
Luckily, expanding your referral network doesn’t have to be a challenging task. If you aren’t sure where to begin, here are some tips on how to grow your referral network in accounting.
Ask Your Current Clients
One of the easiest ways to get started is to ask your satisfied customers for referrals. If they genuinely appreciate your accounting skills, they are often more than happy to spread the word to members of their personal or professional network.
When you receive a referral, make sure to follow up quickly. This gives you a chance to capitalize on the new lead. Plus, it may encourage your current client to make other referrals when they see you act on their advice or introductions.
Develop an Elevator Pitch
When you want to grow your referral network, being able to quickly and concisely explain what you have to offer is essential. Ideally, you want to craft a 90-second, or shorter, speech that showcases the benefits of your services or how your skills can help a potential client excel.
Focus on promoting your strengths and learn how to communicate them effectively. That way, when you make a new connection, you always have somewhere to begin.
Attend Networking Events
Networking events are excellent for crafting new connections. Just make sure you attend gatherings that aren’t solely focused on accounting professionals, as these aren’t individuals who generally need your services.
As you network, use your elevator pitch as an introduction if appropriate, but don’t be overly salesy. Instead, learn about the other person as well and work to find common ground. This allows you to start building a relationship, increasing the odds they may be a valuable part of your network over the long term.
Seek Out Introductions
While securing a name and contact number can be beneficial, getting a direct introduction is always better. Since the connection is based on a person both you and the potential customer trust, the impact is greater, so you are more likely to be able to convert the referral into a paying client.
Ideally, see if an introduction can be made in person. However, if this isn’t possible, see if your source can at least reach out to the person and let them know directly that you’ll be in touch.
Grow Your Accounting Career With VincentBenjamin
As you look for referrals, don’t just focus on your needs. Instead, make sure you provide value to members of your existing network as well. Otherwise, the relationship feels lopsided.
Try to find situations where you can offer something to your referral source. Whether this is referrals in return, a helping hand or a reward for a successful referral, providing them with something makes the scenario win-win, increasing the odds they will refer someone to you.
With the tips above, you can grow your referral network in accounting. If you’d like more suggestions, the team at VB can help. Contact us to speak with a member of our knowledgeable team today and see how our accounting career expertise can benefit you.