Establish A Subtle Referral Program 

Referrals from clients are easier to sell than cold prospects. And they don't cost you anything. It's too bad you get so few of them.   You can generate a continuous flow of referrals with a simple but subtle Client Survey. Send it to your clients by postal mail, email, fax or post it on your web site. The survey I use asks only three questions: 

What did you like best about our service? 

What can we do to improve the value of our services for you? 

Who else do you know that wants to (state the benefit provided by your services? 
The first two questions focus attention on the benefits you provide. Your clients are more likely to volunteer referrals at the third question when they are already thinking about the value of those benefits. 

Bonus: You also gain something from the answers you get to the first two questions. The first question often generates a response you can use as a testimonial (with your client's permission). The second question may provide an early warning of a problem you need to correct... or it may alert you to an opportunity you can exploit. 

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