<\/span>When to Ask for a Referral: 5 Moments That Work<\/span><\/h2>\n\n\n\nTiming matters more than wording, because a client who has just seen your work pay off already wants to talk about it.<\/p>\n\n\n\n
<\/span>1. Right after a visible result<\/span><\/h3>\n\n\n\nThe report landed, the launch went well or the numbers moved. Ask within a few days, while the result is still the thing they mention to other people.<\/p>\n\n\n\n
<\/span>2. When they pay you a compliment<\/span><\/h3>\n\n\n\nA client who writes “this was exactly what we needed”<\/em> has made the ask easy for you. Thank them, then ask who else they know with the same problem.<\/p>\n\n\n\n<\/span>3. At the end of a project<\/span><\/h3>\n\n\n\nA wrap-up call is a natural place for it, because you are already talking about what worked. Ask after you have gone through the results and before you say goodbye.<\/p>\n\n\n\n
<\/span>4. When they renew or come back for more<\/span><\/h3>\n\n\n\nRepeat work is the clearest sign a client is happy. Ask in the same conversation where you agree the new work.<\/p>\n\n\n\n
<\/span>5. When a past client gets in touch<\/span><\/h3>\n\n\n\nAn old client who writes to say hello or to ask a quick question is thinking about you today. Help them first and ask second.<\/p>\n\n\n\n
Never ask in the middle of a problem, with an invoice attached or before the client has seen any result from you.<\/p>\n\n\n\n
<\/span>Who to Ask for Referrals (It Is Not Only Clients)<\/span><\/h2>\n\n\n\nReferrals for a small practice come from a handful of people, so the job is to know who they are. Write down ten names from these four groups.<\/p>\n\n\n\n
\n- Past clients<\/strong> who got a clear result and still answer your emails.<\/li>\n\n\n\n
- Current clients<\/strong> who have renewed or said something kind about the work.<\/li>\n\n\n\n
- Peers who sell to the same buyer.<\/strong> A brand designer and a copywriter share clients without competing, and so do a bookkeeper and a tax adviser.<\/li>\n\n\n\n
- People who said “not now”.<\/strong> They liked you enough to take the call, and they often know someone whose timing is better.<\/li>\n<\/ul>\n\n\n\n
Can you name the three people who sent you the most work last year, and say when you last thanked them?<\/p>\n\n\n\n
A list of ten names kept in your head is easy to forget. Put it somewhere you look every week, whether that is a spreadsheet or a consulting CRM<\/a> with a pipeline for the people who send you work. Finding clients on LinkedIn<\/a> is a good way to add peers to a short list.<\/p>\n\n\n\n<\/span>What to Say When You Ask in Person or on a Call<\/span><\/h2>\n\n\n\nThe ask that fails is “do you know anyone who might need my help?”<\/em> It is too wide, so the client searches their whole memory, finds nobody and says they will think about it.<\/p>\n\n\n\nA good ask has three parts. It names the result you just got them, it describes one kind of person and it asks for one introduction.<\/p>\n\n\n\n
<\/span>After a result<\/span><\/h3>\n\n\n\n“I’m really glad the new onboarding cut your support tickets. Who else do you know who leads a small software team and is fighting the same problem? I’d love an introduction to one person.”<\/em><\/p>\n\n\n\n<\/span>At the end of a project<\/span><\/h3>\n\n\n\n“Before we wrap up, can I ask a favour? Most of my work comes from introductions. If one person comes to mind who is about to rebuild their website, would you be open to connecting us?”<\/em><\/p>\n\n\n\nIf no name comes, say “no rush, I’ll send you two lines you can forward if someone comes up”<\/em> and move on.<\/p>\n\n\n\nFenixtal, my outbound agency, booked 1,250+ sales calls for clients, and every one of them started with a stranger. An introduction from someone the buyer trusts skips most of that work, which is why I think a consultant should ask before they ever send a cold email.<\/p>\n\n\n\n
<\/span>3 Referral Email Templates You Can Copy<\/span><\/h2>\n\n\n\nEmail works well right after you deliver something. Keep it short, make one ask and add a blurb they can forward. Each template below is the full body of the email, and a plain subject line such as “A quick favour”<\/em> is enough.<\/p>\n\n\n\n<\/span>Template 1 for a client who just saw a result<\/span><\/h3>\n\n\n\nHi [Name], I’m glad [result, in their words] worked out.<\/em><\/p>\n\n\n\nI’m taking on [one or two] new clients this quarter. Do you know one [type of person, such as the founder of a small agency] who is dealing with [problem]?<\/em><\/p>\n\n\n\nIf someone comes to mind, I’ve put two lines below that you can forward. Thanks either way.<\/em><\/p>\n\n\n\n<\/span>Template 2 for a past client<\/span><\/h3>\n\n\n\nHi [Name], it has been a while since we finished [project]. How is [the thing you built or fixed] holding up?<\/em><\/p>\n\n\n\nMost of my work comes from people like you, so if you know one person facing [problem] this year, I’d be grateful for an introduction.<\/em><\/p>\n\n\n\nI’ve added two lines below that you can forward, and no pressure at all if nobody comes to mind.<\/em><\/p>\n\n\n\n<\/span>Template 3 for a referral partner<\/span><\/h3>\n\n\n\nHi [Name], I’m [your name] and I do [my service] for [type of client]. You do [their service] for the same clients, so we don’t compete.<\/em><\/p>\n\n\n\nI often get asked about [their service] and I’d like to send those people to you. When a client of yours needs [my service], I’d be glad to take the call.<\/em><\/p>\n\n\n\nDo you have 20 minutes next week to compare notes on who we each help best?<\/em><\/p>\n\n\n\n<\/span>The blurb they can forward<\/span><\/h3>\n\n\n\nAdd this under your signature in templates 1 and 2. The person referring you should never have to explain what you do in their own words.<\/p>\n\n\n\n
[Your name] helps [type of client] with [problem]. They recently helped us [result]. Happy to introduce you if it is useful.<\/em><\/p>\n\n\n\nThree more things make referring you easy.<\/p>\n\n\n\n
\n- Say who you help in one sentence.<\/strong> “I help small law firms fix their intake process”<\/em> is easy to repeat, and “I do operations consulting”<\/em> is not.<\/li>\n\n\n\n
- Ask them to check first.<\/strong> The best introduction is one where your client has already asked the other person if they want it, so nobody gets a surprise email.<\/li>\n\n\n\n
- Reply within a day.<\/strong> A slow reply to an introduction makes the person who vouched for you look bad.<\/li>\n<\/ul>\n\n\n\n
If the new contact does not answer your first message, wait a few days and send one polite follow-up. These follow-up email templates<\/a> work for warm introductions too. When they reply and want to talk, our guide to the discovery call<\/a> covers that first conversation.<\/p>\n\n\n\n<\/span>How to Track Who Referred Whom<\/span><\/h2>\n\n\n\nMost people skip writing down who sent whom, and without that record you cannot thank anyone properly or know who to ask again. You need two things and both fit in a spreadsheet or a CRM.<\/p>\n\n\n\n
<\/span>1. A “Referred by” field on every new deal<\/span><\/h3>\n\n\n\nEvery time a new lead arrives, write down the name of the person who sent them.<\/p>\n\n\n\n
The report landed, the launch went well or the numbers moved. Ask within a few days, while the result is still the thing they mention to other people.<\/p>\n\n\n\n
<\/span>2. When they pay you a compliment<\/span><\/h3>\n\n\n\nA client who writes “this was exactly what we needed”<\/em> has made the ask easy for you. Thank them, then ask who else they know with the same problem.<\/p>\n\n\n\n<\/span>3. At the end of a project<\/span><\/h3>\n\n\n\nA wrap-up call is a natural place for it, because you are already talking about what worked. Ask after you have gone through the results and before you say goodbye.<\/p>\n\n\n\n
<\/span>4. When they renew or come back for more<\/span><\/h3>\n\n\n\nRepeat work is the clearest sign a client is happy. Ask in the same conversation where you agree the new work.<\/p>\n\n\n\n
<\/span>5. When a past client gets in touch<\/span><\/h3>\n\n\n\nAn old client who writes to say hello or to ask a quick question is thinking about you today. Help them first and ask second.<\/p>\n\n\n\n
Never ask in the middle of a problem, with an invoice attached or before the client has seen any result from you.<\/p>\n\n\n\n
<\/span>Who to Ask for Referrals (It Is Not Only Clients)<\/span><\/h2>\n\n\n\nReferrals for a small practice come from a handful of people, so the job is to know who they are. Write down ten names from these four groups.<\/p>\n\n\n\n
\n- Past clients<\/strong> who got a clear result and still answer your emails.<\/li>\n\n\n\n
- Current clients<\/strong> who have renewed or said something kind about the work.<\/li>\n\n\n\n
- Peers who sell to the same buyer.<\/strong> A brand designer and a copywriter share clients without competing, and so do a bookkeeper and a tax adviser.<\/li>\n\n\n\n
- People who said “not now”.<\/strong> They liked you enough to take the call, and they often know someone whose timing is better.<\/li>\n<\/ul>\n\n\n\n
Can you name the three people who sent you the most work last year, and say when you last thanked them?<\/p>\n\n\n\n
A list of ten names kept in your head is easy to forget. Put it somewhere you look every week, whether that is a spreadsheet or a consulting CRM<\/a> with a pipeline for the people who send you work. Finding clients on LinkedIn<\/a> is a good way to add peers to a short list.<\/p>\n\n\n\n<\/span>What to Say When You Ask in Person or on a Call<\/span><\/h2>\n\n\n\nThe ask that fails is “do you know anyone who might need my help?”<\/em> It is too wide, so the client searches their whole memory, finds nobody and says they will think about it.<\/p>\n\n\n\nA good ask has three parts. It names the result you just got them, it describes one kind of person and it asks for one introduction.<\/p>\n\n\n\n
<\/span>After a result<\/span><\/h3>\n\n\n\n“I’m really glad the new onboarding cut your support tickets. Who else do you know who leads a small software team and is fighting the same problem? I’d love an introduction to one person.”<\/em><\/p>\n\n\n\n<\/span>At the end of a project<\/span><\/h3>\n\n\n\n“Before we wrap up, can I ask a favour? Most of my work comes from introductions. If one person comes to mind who is about to rebuild their website, would you be open to connecting us?”<\/em><\/p>\n\n\n\nIf no name comes, say “no rush, I’ll send you two lines you can forward if someone comes up”<\/em> and move on.<\/p>\n\n\n\nFenixtal, my outbound agency, booked 1,250+ sales calls for clients, and every one of them started with a stranger. An introduction from someone the buyer trusts skips most of that work, which is why I think a consultant should ask before they ever send a cold email.<\/p>\n\n\n\n
<\/span>3 Referral Email Templates You Can Copy<\/span><\/h2>\n\n\n\nEmail works well right after you deliver something. Keep it short, make one ask and add a blurb they can forward. Each template below is the full body of the email, and a plain subject line such as “A quick favour”<\/em> is enough.<\/p>\n\n\n\n<\/span>Template 1 for a client who just saw a result<\/span><\/h3>\n\n\n\nHi [Name], I’m glad [result, in their words] worked out.<\/em><\/p>\n\n\n\nI’m taking on [one or two] new clients this quarter. Do you know one [type of person, such as the founder of a small agency] who is dealing with [problem]?<\/em><\/p>\n\n\n\nIf someone comes to mind, I’ve put two lines below that you can forward. Thanks either way.<\/em><\/p>\n\n\n\n<\/span>Template 2 for a past client<\/span><\/h3>\n\n\n\nHi [Name], it has been a while since we finished [project]. How is [the thing you built or fixed] holding up?<\/em><\/p>\n\n\n\nMost of my work comes from people like you, so if you know one person facing [problem] this year, I’d be grateful for an introduction.<\/em><\/p>\n\n\n\nI’ve added two lines below that you can forward, and no pressure at all if nobody comes to mind.<\/em><\/p>\n\n\n\n<\/span>Template 3 for a referral partner<\/span><\/h3>\n\n\n\nHi [Name], I’m [your name] and I do [my service] for [type of client]. You do [their service] for the same clients, so we don’t compete.<\/em><\/p>\n\n\n\nI often get asked about [their service] and I’d like to send those people to you. When a client of yours needs [my service], I’d be glad to take the call.<\/em><\/p>\n\n\n\nDo you have 20 minutes next week to compare notes on who we each help best?<\/em><\/p>\n\n\n\n<\/span>The blurb they can forward<\/span><\/h3>\n\n\n\nAdd this under your signature in templates 1 and 2. The person referring you should never have to explain what you do in their own words.<\/p>\n\n\n\n
[Your name] helps [type of client] with [problem]. They recently helped us [result]. Happy to introduce you if it is useful.<\/em><\/p>\n\n\n\nThree more things make referring you easy.<\/p>\n\n\n\n
\n- Say who you help in one sentence.<\/strong> “I help small law firms fix their intake process”<\/em> is easy to repeat, and “I do operations consulting”<\/em> is not.<\/li>\n\n\n\n
- Ask them to check first.<\/strong> The best introduction is one where your client has already asked the other person if they want it, so nobody gets a surprise email.<\/li>\n\n\n\n
- Reply within a day.<\/strong> A slow reply to an introduction makes the person who vouched for you look bad.<\/li>\n<\/ul>\n\n\n\n
If the new contact does not answer your first message, wait a few days and send one polite follow-up. These follow-up email templates<\/a> work for warm introductions too. When they reply and want to talk, our guide to the discovery call<\/a> covers that first conversation.<\/p>\n\n\n\n<\/span>How to Track Who Referred Whom<\/span><\/h2>\n\n\n\nMost people skip writing down who sent whom, and without that record you cannot thank anyone properly or know who to ask again. You need two things and both fit in a spreadsheet or a CRM.<\/p>\n\n\n\n
<\/span>1. A “Referred by” field on every new deal<\/span><\/h3>\n\n\n\nEvery time a new lead arrives, write down the name of the person who sent them.<\/p>\n\n\n\n
<\/span>3. At the end of a project<\/span><\/h3>\n\n\n\nA wrap-up call is a natural place for it, because you are already talking about what worked. Ask after you have gone through the results and before you say goodbye.<\/p>\n\n\n\n
<\/span>4. When they renew or come back for more<\/span><\/h3>\n\n\n\nRepeat work is the clearest sign a client is happy. Ask in the same conversation where you agree the new work.<\/p>\n\n\n\n
<\/span>5. When a past client gets in touch<\/span><\/h3>\n\n\n\nAn old client who writes to say hello or to ask a quick question is thinking about you today. Help them first and ask second.<\/p>\n\n\n\n
Never ask in the middle of a problem, with an invoice attached or before the client has seen any result from you.<\/p>\n\n\n\n
<\/span>Who to Ask for Referrals (It Is Not Only Clients)<\/span><\/h2>\n\n\n\nReferrals for a small practice come from a handful of people, so the job is to know who they are. Write down ten names from these four groups.<\/p>\n\n\n\n
\n- Past clients<\/strong> who got a clear result and still answer your emails.<\/li>\n\n\n\n
- Current clients<\/strong> who have renewed or said something kind about the work.<\/li>\n\n\n\n
- Peers who sell to the same buyer.<\/strong> A brand designer and a copywriter share clients without competing, and so do a bookkeeper and a tax adviser.<\/li>\n\n\n\n
- People who said “not now”.<\/strong> They liked you enough to take the call, and they often know someone whose timing is better.<\/li>\n<\/ul>\n\n\n\n
Can you name the three people who sent you the most work last year, and say when you last thanked them?<\/p>\n\n\n\n
A list of ten names kept in your head is easy to forget. Put it somewhere you look every week, whether that is a spreadsheet or a consulting CRM<\/a> with a pipeline for the people who send you work. Finding clients on LinkedIn<\/a> is a good way to add peers to a short list.<\/p>\n\n\n\n<\/span>What to Say When You Ask in Person or on a Call<\/span><\/h2>\n\n\n\nThe ask that fails is “do you know anyone who might need my help?”<\/em> It is too wide, so the client searches their whole memory, finds nobody and says they will think about it.<\/p>\n\n\n\nA good ask has three parts. It names the result you just got them, it describes one kind of person and it asks for one introduction.<\/p>\n\n\n\n
<\/span>After a result<\/span><\/h3>\n\n\n\n“I’m really glad the new onboarding cut your support tickets. Who else do you know who leads a small software team and is fighting the same problem? I’d love an introduction to one person.”<\/em><\/p>\n\n\n\n<\/span>At the end of a project<\/span><\/h3>\n\n\n\n“Before we wrap up, can I ask a favour? Most of my work comes from introductions. If one person comes to mind who is about to rebuild their website, would you be open to connecting us?”<\/em><\/p>\n\n\n\nIf no name comes, say “no rush, I’ll send you two lines you can forward if someone comes up”<\/em> and move on.<\/p>\n\n\n\nFenixtal, my outbound agency, booked 1,250+ sales calls for clients, and every one of them started with a stranger. An introduction from someone the buyer trusts skips most of that work, which is why I think a consultant should ask before they ever send a cold email.<\/p>\n\n\n\n
<\/span>3 Referral Email Templates You Can Copy<\/span><\/h2>\n\n\n\nEmail works well right after you deliver something. Keep it short, make one ask and add a blurb they can forward. Each template below is the full body of the email, and a plain subject line such as “A quick favour”<\/em> is enough.<\/p>\n\n\n\n<\/span>Template 1 for a client who just saw a result<\/span><\/h3>\n\n\n\nHi [Name], I’m glad [result, in their words] worked out.<\/em><\/p>\n\n\n\nI’m taking on [one or two] new clients this quarter. Do you know one [type of person, such as the founder of a small agency] who is dealing with [problem]?<\/em><\/p>\n\n\n\nIf someone comes to mind, I’ve put two lines below that you can forward. Thanks either way.<\/em><\/p>\n\n\n\n<\/span>Template 2 for a past client<\/span><\/h3>\n\n\n\nHi [Name], it has been a while since we finished [project]. How is [the thing you built or fixed] holding up?<\/em><\/p>\n\n\n\nMost of my work comes from people like you, so if you know one person facing [problem] this year, I’d be grateful for an introduction.<\/em><\/p>\n\n\n\nI’ve added two lines below that you can forward, and no pressure at all if nobody comes to mind.<\/em><\/p>\n\n\n\n<\/span>Template 3 for a referral partner<\/span><\/h3>\n\n\n\nHi [Name], I’m [your name] and I do [my service] for [type of client]. You do [their service] for the same clients, so we don’t compete.<\/em><\/p>\n\n\n\nI often get asked about [their service] and I’d like to send those people to you. When a client of yours needs [my service], I’d be glad to take the call.<\/em><\/p>\n\n\n\nDo you have 20 minutes next week to compare notes on who we each help best?<\/em><\/p>\n\n\n\n<\/span>The blurb they can forward<\/span><\/h3>\n\n\n\nAdd this under your signature in templates 1 and 2. The person referring you should never have to explain what you do in their own words.<\/p>\n\n\n\n
[Your name] helps [type of client] with [problem]. They recently helped us [result]. Happy to introduce you if it is useful.<\/em><\/p>\n\n\n\nThree more things make referring you easy.<\/p>\n\n\n\n
\n- Say who you help in one sentence.<\/strong> “I help small law firms fix their intake process”<\/em> is easy to repeat, and “I do operations consulting”<\/em> is not.<\/li>\n\n\n\n
- Ask them to check first.<\/strong> The best introduction is one where your client has already asked the other person if they want it, so nobody gets a surprise email.<\/li>\n\n\n\n
- Reply within a day.<\/strong> A slow reply to an introduction makes the person who vouched for you look bad.<\/li>\n<\/ul>\n\n\n\n
If the new contact does not answer your first message, wait a few days and send one polite follow-up. These follow-up email templates<\/a> work for warm introductions too. When they reply and want to talk, our guide to the discovery call<\/a> covers that first conversation.<\/p>\n\n\n\n<\/span>How to Track Who Referred Whom<\/span><\/h2>\n\n\n\nMost people skip writing down who sent whom, and without that record you cannot thank anyone properly or know who to ask again. You need two things and both fit in a spreadsheet or a CRM.<\/p>\n\n\n\n
<\/span>1. A “Referred by” field on every new deal<\/span><\/h3>\n\n\n\nEvery time a new lead arrives, write down the name of the person who sent them.<\/p>\n\n\n\n
Repeat work is the clearest sign a client is happy. Ask in the same conversation where you agree the new work.<\/p>\n\n\n\n
<\/span>5. When a past client gets in touch<\/span><\/h3>\n\n\n\nAn old client who writes to say hello or to ask a quick question is thinking about you today. Help them first and ask second.<\/p>\n\n\n\n
Never ask in the middle of a problem, with an invoice attached or before the client has seen any result from you.<\/p>\n\n\n\n
<\/span>Who to Ask for Referrals (It Is Not Only Clients)<\/span><\/h2>\n\n\n\nReferrals for a small practice come from a handful of people, so the job is to know who they are. Write down ten names from these four groups.<\/p>\n\n\n\n
\n- Past clients<\/strong> who got a clear result and still answer your emails.<\/li>\n\n\n\n
- Current clients<\/strong> who have renewed or said something kind about the work.<\/li>\n\n\n\n
- Peers who sell to the same buyer.<\/strong> A brand designer and a copywriter share clients without competing, and so do a bookkeeper and a tax adviser.<\/li>\n\n\n\n
- People who said “not now”.<\/strong> They liked you enough to take the call, and they often know someone whose timing is better.<\/li>\n<\/ul>\n\n\n\n
Can you name the three people who sent you the most work last year, and say when you last thanked them?<\/p>\n\n\n\n
A list of ten names kept in your head is easy to forget. Put it somewhere you look every week, whether that is a spreadsheet or a consulting CRM<\/a> with a pipeline for the people who send you work. Finding clients on LinkedIn<\/a> is a good way to add peers to a short list.<\/p>\n\n\n\n<\/span>What to Say When You Ask in Person or on a Call<\/span><\/h2>\n\n\n\nThe ask that fails is “do you know anyone who might need my help?”<\/em> It is too wide, so the client searches their whole memory, finds nobody and says they will think about it.<\/p>\n\n\n\nA good ask has three parts. It names the result you just got them, it describes one kind of person and it asks for one introduction.<\/p>\n\n\n\n
<\/span>After a result<\/span><\/h3>\n\n\n\n“I’m really glad the new onboarding cut your support tickets. Who else do you know who leads a small software team and is fighting the same problem? I’d love an introduction to one person.”<\/em><\/p>\n\n\n\n<\/span>At the end of a project<\/span><\/h3>\n\n\n\n“Before we wrap up, can I ask a favour? Most of my work comes from introductions. If one person comes to mind who is about to rebuild their website, would you be open to connecting us?”<\/em><\/p>\n\n\n\nIf no name comes, say “no rush, I’ll send you two lines you can forward if someone comes up”<\/em> and move on.<\/p>\n\n\n\nFenixtal, my outbound agency, booked 1,250+ sales calls for clients, and every one of them started with a stranger. An introduction from someone the buyer trusts skips most of that work, which is why I think a consultant should ask before they ever send a cold email.<\/p>\n\n\n\n
<\/span>3 Referral Email Templates You Can Copy<\/span><\/h2>\n\n\n\nEmail works well right after you deliver something. Keep it short, make one ask and add a blurb they can forward. Each template below is the full body of the email, and a plain subject line such as “A quick favour”<\/em> is enough.<\/p>\n\n\n\n<\/span>Template 1 for a client who just saw a result<\/span><\/h3>\n\n\n\nHi [Name], I’m glad [result, in their words] worked out.<\/em><\/p>\n\n\n\nI’m taking on [one or two] new clients this quarter. Do you know one [type of person, such as the founder of a small agency] who is dealing with [problem]?<\/em><\/p>\n\n\n\nIf someone comes to mind, I’ve put two lines below that you can forward. Thanks either way.<\/em><\/p>\n\n\n\n<\/span>Template 2 for a past client<\/span><\/h3>\n\n\n\nHi [Name], it has been a while since we finished [project]. How is [the thing you built or fixed] holding up?<\/em><\/p>\n\n\n\nMost of my work comes from people like you, so if you know one person facing [problem] this year, I’d be grateful for an introduction.<\/em><\/p>\n\n\n\nI’ve added two lines below that you can forward, and no pressure at all if nobody comes to mind.<\/em><\/p>\n\n\n\n<\/span>Template 3 for a referral partner<\/span><\/h3>\n\n\n\nHi [Name], I’m [your name] and I do [my service] for [type of client]. You do [their service] for the same clients, so we don’t compete.<\/em><\/p>\n\n\n\nI often get asked about [their service] and I’d like to send those people to you. When a client of yours needs [my service], I’d be glad to take the call.<\/em><\/p>\n\n\n\nDo you have 20 minutes next week to compare notes on who we each help best?<\/em><\/p>\n\n\n\n<\/span>The blurb they can forward<\/span><\/h3>\n\n\n\nAdd this under your signature in templates 1 and 2. The person referring you should never have to explain what you do in their own words.<\/p>\n\n\n\n
[Your name] helps [type of client] with [problem]. They recently helped us [result]. Happy to introduce you if it is useful.<\/em><\/p>\n\n\n\nThree more things make referring you easy.<\/p>\n\n\n\n
\n- Say who you help in one sentence.<\/strong> “I help small law firms fix their intake process”<\/em> is easy to repeat, and “I do operations consulting”<\/em> is not.<\/li>\n\n\n\n
- Ask them to check first.<\/strong> The best introduction is one where your client has already asked the other person if they want it, so nobody gets a surprise email.<\/li>\n\n\n\n
- Reply within a day.<\/strong> A slow reply to an introduction makes the person who vouched for you look bad.<\/li>\n<\/ul>\n\n\n\n
If the new contact does not answer your first message, wait a few days and send one polite follow-up. These follow-up email templates<\/a> work for warm introductions too. When they reply and want to talk, our guide to the discovery call<\/a> covers that first conversation.<\/p>\n\n\n\n<\/span>How to Track Who Referred Whom<\/span><\/h2>\n\n\n\nMost people skip writing down who sent whom, and without that record you cannot thank anyone properly or know who to ask again. You need two things and both fit in a spreadsheet or a CRM.<\/p>\n\n\n\n
<\/span>1. A “Referred by” field on every new deal<\/span><\/h3>\n\n\n\nEvery time a new lead arrives, write down the name of the person who sent them.<\/p>\n\n\n\n
Referrals for a small practice come from a handful of people, so the job is to know who they are. Write down ten names from these four groups.<\/p>\n\n\n\n
- \n
- Past clients<\/strong> who got a clear result and still answer your emails.<\/li>\n\n\n\n
- Current clients<\/strong> who have renewed or said something kind about the work.<\/li>\n\n\n\n
- Peers who sell to the same buyer.<\/strong> A brand designer and a copywriter share clients without competing, and so do a bookkeeper and a tax adviser.<\/li>\n\n\n\n
- People who said “not now”.<\/strong> They liked you enough to take the call, and they often know someone whose timing is better.<\/li>\n<\/ul>\n\n\n\n
Can you name the three people who sent you the most work last year, and say when you last thanked them?<\/p>\n\n\n\n
A list of ten names kept in your head is easy to forget. Put it somewhere you look every week, whether that is a spreadsheet or a consulting CRM<\/a> with a pipeline for the people who send you work. Finding clients on LinkedIn<\/a> is a good way to add peers to a short list.<\/p>\n\n\n\n
<\/span>What to Say When You Ask in Person or on a Call<\/span><\/h2>\n\n\n\n
The ask that fails is “do you know anyone who might need my help?”<\/em> It is too wide, so the client searches their whole memory, finds nobody and says they will think about it.<\/p>\n\n\n\n
A good ask has three parts. It names the result you just got them, it describes one kind of person and it asks for one introduction.<\/p>\n\n\n\n
<\/span>After a result<\/span><\/h3>\n\n\n\n
“I’m really glad the new onboarding cut your support tickets. Who else do you know who leads a small software team and is fighting the same problem? I’d love an introduction to one person.”<\/em><\/p>\n\n\n\n
<\/span>At the end of a project<\/span><\/h3>\n\n\n\n
“Before we wrap up, can I ask a favour? Most of my work comes from introductions. If one person comes to mind who is about to rebuild their website, would you be open to connecting us?”<\/em><\/p>\n\n\n\n
If no name comes, say “no rush, I’ll send you two lines you can forward if someone comes up”<\/em> and move on.<\/p>\n\n\n\n
Fenixtal, my outbound agency, booked 1,250+ sales calls for clients, and every one of them started with a stranger. An introduction from someone the buyer trusts skips most of that work, which is why I think a consultant should ask before they ever send a cold email.<\/p>\n\n\n\n
<\/span>3 Referral Email Templates You Can Copy<\/span><\/h2>\n\n\n\n
Email works well right after you deliver something. Keep it short, make one ask and add a blurb they can forward. Each template below is the full body of the email, and a plain subject line such as “A quick favour”<\/em> is enough.<\/p>\n\n\n\n
<\/span>Template 1 for a client who just saw a result<\/span><\/h3>\n\n\n\n
Hi [Name], I’m glad [result, in their words] worked out.<\/em><\/p>\n\n\n\n
I’m taking on [one or two] new clients this quarter. Do you know one [type of person, such as the founder of a small agency] who is dealing with [problem]?<\/em><\/p>\n\n\n\n
If someone comes to mind, I’ve put two lines below that you can forward. Thanks either way.<\/em><\/p>\n\n\n\n
<\/span>Template 2 for a past client<\/span><\/h3>\n\n\n\n
Hi [Name], it has been a while since we finished [project]. How is [the thing you built or fixed] holding up?<\/em><\/p>\n\n\n\n
Most of my work comes from people like you, so if you know one person facing [problem] this year, I’d be grateful for an introduction.<\/em><\/p>\n\n\n\n
I’ve added two lines below that you can forward, and no pressure at all if nobody comes to mind.<\/em><\/p>\n\n\n\n
<\/span>Template 3 for a referral partner<\/span><\/h3>\n\n\n\n
Hi [Name], I’m [your name] and I do [my service] for [type of client]. You do [their service] for the same clients, so we don’t compete.<\/em><\/p>\n\n\n\n
I often get asked about [their service] and I’d like to send those people to you. When a client of yours needs [my service], I’d be glad to take the call.<\/em><\/p>\n\n\n\n
Do you have 20 minutes next week to compare notes on who we each help best?<\/em><\/p>\n\n\n\n
<\/span>The blurb they can forward<\/span><\/h3>\n\n\n\n
Add this under your signature in templates 1 and 2. The person referring you should never have to explain what you do in their own words.<\/p>\n\n\n\n
[Your name] helps [type of client] with [problem]. They recently helped us [result]. Happy to introduce you if it is useful.<\/em><\/p>\n\n\n\n
Three more things make referring you easy.<\/p>\n\n\n\n
- \n
- Say who you help in one sentence.<\/strong> “I help small law firms fix their intake process”<\/em> is easy to repeat, and “I do operations consulting”<\/em> is not.<\/li>\n\n\n\n
- Ask them to check first.<\/strong> The best introduction is one where your client has already asked the other person if they want it, so nobody gets a surprise email.<\/li>\n\n\n\n
- Reply within a day.<\/strong> A slow reply to an introduction makes the person who vouched for you look bad.<\/li>\n<\/ul>\n\n\n\n
If the new contact does not answer your first message, wait a few days and send one polite follow-up. These follow-up email templates<\/a> work for warm introductions too. When they reply and want to talk, our guide to the discovery call<\/a> covers that first conversation.<\/p>\n\n\n\n
<\/span>How to Track Who Referred Whom<\/span><\/h2>\n\n\n\n
Most people skip writing down who sent whom, and without that record you cannot thank anyone properly or know who to ask again. You need two things and both fit in a spreadsheet or a CRM.<\/p>\n\n\n\n
<\/span>1. A “Referred by” field on every new deal<\/span><\/h3>\n\n\n\n
Every time a new lead arrives, write down the name of the person who sent them.<\/p>\n\n\n\n
- Ask them to check first.<\/strong> The best introduction is one where your client has already asked the other person if they want it, so nobody gets a surprise email.<\/li>\n\n\n\n
- Current clients<\/strong> who have renewed or said something kind about the work.<\/li>\n\n\n\n
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