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We know that generating more referrals was firms’ top marketing initiative this year. Our research has also shown that 71% of prospects ask friends or colleagues about potential professional services providers. And most clients, 69% to be exact, are very willing to make referrals to their existing provider. At the Hinge Research Institute, (our specialized research unit), we conducted a new research study of 523 professional services firms to dig deeper and get the full story on referrals. To understand referral marketing it helps to realize that there are two distinct types of referrals. Many firms play down their areas of specialization for fear that it will alienate potential clients who are not in the specialty area.
And importantly, our research shows that these high profile individuals draw reputation-based referrals at a high rate. While we love each and every one of our referral marketing ideas in their own right, we love them more when they work together. Get a step-by-step guide to building a powerful referral strategy with our free Rethinking Referral Marketing Guide.
Dig into the research behind generating referrals today with our free Referral Marketing for Professional Services Firms research report.
Join us on LinkedIn, Facebook, and Twitter for more insights on driving referrals and new business. Looking for more referral marketing ideas? The Visible Firm? is the leading marketing program for delivering greater visibility, growth, and profits. It’s that time of the year again, when the Atlanta Business Chronicle names its top 20 HomeBuilders in Atlanta and Rocklyn Homes is proud to not have only made it but is number six on this very prestigious list.  HomeBuilders are ranked on the number of homes closed in the previous year and Rocklyn sold 368 homes in 2014 and is well on track in 2015 with over 350 sold this year! High Quality Homes:  Gorgeous and innovative home plans that are created with high quality materials that will offer years of timeless elegance along with design features that will  span generations.


Wide Variety of Locations:  Now building in Cobb, Dekalb, Forsyth, Fulton and Gwinnett counties.
Gwinnett County has several communities including Highland Park and Cooper Manor in Snellville, The Enclave at Old Peachtree (final opportunities), Oakdale Commons and Horizon in Lawrenceville, Paxton Landing is now selling in the Lilburn area and Watermark in Buford. But to make the most of these opportunities, it’s useful to understand how professional services referrals actually work today. We know that when most firms think about referrals, they focus on getting referrals from clients. These referrals come from folks who have not worked with you directly but are familiar with your firm and its reputation or expertise. While individual partners may have their favorite referral sources, it is rare that a firm actively cultivates them.
From our research, we found that individuals or organizations often refer a firm after seeing them speak, reading their content, or interacting with them on social media. For example, a number of these techniques fit together well within the structure of a content marketing strategy.
This customized program will identify the most practical offline and online marketing tools your firm will need to gain new referrals and clients—and reach new heights. In other words, they are happy to make a referral if a friend or colleague asks them for one. Think clients or other professionals that you may work with on a project as the source of this type of referral. They may know someone who has worked with you. They may be familiar with the content you produce. The more widely you circulate your case studies, the more likely that a prospect will know someone at the client firm and ask about you.


After attending a presentation and reading an article, some folks will approach those clients and ask about your firm. Being highly visible across these channels is essential to generating more non-client referrals. That would be Lee, our managing partner, who suits up in a pair of cowboy boots every day and drives strategy and research for our clients. This is important because it is at the root of several of the top referral marketing ideas. Or these folks might be aware that you specialize in certain industries or a certain type of service but lack any real knowledge of your reputation. Think of these as referral sources or influencers. Lunch and golf outings are great, but don’t forget the simple step of keeping them up-to-date on developments at the firm.
If you make sure you have satisfied clients on the list and have their permission, they are much more likely to make a referral than to switch to a competitor. As they learn more about you they may even be in a position to make a reputation based referral. Single them out for VIP treatment and let them know how much you appreciate their contribution.
A Visible Expert is exactly what it sounds like, an expert that is well-known within a target audience. He left academia to start up and run three high-growth companies, including an $80 million runaway success story.



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