Ask most B2B leaders where their best clients came from and referrals will be near the top of the list. Ask how referrals are generated and the answer is usually "they just happen." That means they can stop happening too.
Ask at the right moment
The best time to ask is right after a client experiences a clear win: a successful launch, a strong quarterly review, or a note of thanks. Build that moment into your delivery process so the ask isn't left to memory.
Make it specific
"Do you know anyone who could use our help?" rarely works. Instead, describe the kind of company and person you help best, and ask if one or two people come to mind. Specific asks get specific names.
Make it easy
Offer to draft the introduction email for your client. Most people are happy to refer you, but they won't take the time to write the note themselves.
Track it like a channel
Record referral asks, introductions, meetings, and closed business. Thank every referrer, whatever the outcome. What you measure and reward, you get more of.
We start by understanding where revenue is stuck, then scope the work to fit.
