Hello! I have been having a lot of referrals via email in the last week!! Very exciting but also intimidating to me at this point in my business. I know this is the best kind of marketing you can get, as they have already heard great feedback and are contacting ME. Awesome!! To be completely honest and up front, I am scared to lose the great referral. I would love it anyone would share some encouragement, tips or even how to get the conversation going. Thanks a bunch in advance!

Cassandra,

What type of referral do you need help with? Have you received an email from someone who is interested in your services? Is that what you mean by getting the conversation going?

If so, this is what I would suggest:

• Think about putting together a welcome packet. There is a thread here on VAF about doing just that. Use this as a means to open up conversation with your new referral.
  
  
• Begin with a letter of thanks for contacting you. Include the name of the individual who has referred you so that they know why you are responding.
  
  
• Give a brief overview of your services and ask them to reply with services they are seeking. Briefly ask what it is they want to accomplish because this is key to setting yourself up as the solution.
  
  
• I like to get the basics done in email and then if it sounds like something you want to pursue, then offer to set up a consultation. This is a good way to weed out the ones who can waste your time.
  
  
• In some referral emails I mention my fees and others I do not. I want to know how much time they want to invest first before I talk money. But if they ask, then of course you can refer them to your welcome packet or reference this in the email. If they talk about money too quickly or want to start "let's make a deal" then I wouldn't suggest you pursue that type of client.
  
  
• Be sure to check your spelling and run a grammar check in the email. It is imperative that this email be absolutely perfect because it is the first indication of the way you present yourself.
  
  
• Have your email signature set up with your website, blog url, Facebook url, LinkedIn and Twitter. The potential client may want to look at your work and your sites before setting up an appointment.
  
  
• Make your note to the referee customized. Include a link to a recently published article or something online that can set you apart from others. If the PC (potential client) is interested in blogging, then refer them to a blog post or if they want graphic design, you might wish to include the url to a website you designed.
  
  
• Be sure to thank the individual who referred you. **Think about setting up a referral program where you offer X% off your next bill. Never offer to give away free time. Some VAs offer a dollar amount for referrals but if not, a percentage off the next bill is a nice incentive to entice that individual to use more time with you and to send you other referrals.
  

I have found that some people refer often while others do not. Those who take the time to refer seem to find satisfaction from helping others out so they are good for additional referrals.

Ask the person who did the referring if they would put it in writing on your LinkedIn page. I often use those referrals on my website and in my welcome packet.

Grab those nice referral words quickly.

I'll be glad to answer any questions.

Janine

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Thank you so much Janine!! All this info is extremely helpful. The referral is actually the head of a networking group in Chicago who will be extremely useful for connecting me with others. Success is the only option on this one

I expressed my gratitude for her, her organization and the referral. I included information about me, my experience and my business.

I need to work on my welcome packet still, thank you for the link, I will review the posts again. I have a great referral incentive that is 10% of the 1st year(s) contract. This was suggested by a few successful entrepreneurs and business coaches.

Thanks again!! I'll let you know how it goes.

Cassandra,

Sounds like you have it all under control! Wonderful! I really hope this works out for you so do post back!

Please don't be offended but I want to mention that this 10% for the first year for a referral IMO could be a problem. The reason I say this is because you may have trouble raising your rates to your normal level when the year is completed. I think that doing the discount in increments keeps them coming back whereas if you give them a year's discount there is no more incentive.

Certainly that is your call and you have the support of successful entrepreneurs and business coaches for this plan. I have never seen a yearly incentive like that before but perhaps that works with your business model.

Janine

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I appreciate your concern. The 10% actually goes to the person who referred the client to me. The reason for this is because it encourages colleagues to refer longer term and more desirable clients. And it keeps them referring regularly. I am usually referred face to face, so when I received an email, I wanted to make sure I took the appropriate approach to ensure success. Thanks again Janine!! I will def fo let you know how it goes