In today’s edition, we’re talking about how to get more referrals, without asking, begging, or bribing people. The best referrals don’t come from pushy follow-up emails. They come from moments that stick. When you deliver a product or service that people genuinely love and remember, they want to tell others about you. Let’s break down how to build that kind of experience.
Have you ever read a book that you just couldn’t stop recommending?
It sticks with you. You talk about it. You tell friends, “You have to read this.”
And the author didn’t call you and ask for referrals. You just wanted to share it.
Because it hit you. It mattered. It stayed with you.
The best referrals work the same way.
You don’t get them by pestering people. You don’t get them by asking desperately. You don’t even get them by offering referral bonuses (although those can help).
You get them by creating experiences that people can’t stop thinking about.
You get them by doing the small things right.
I talk a lot about the importance of details. Most salespeople and business owners get this wrong. They chase referrals. They push for them. They make it about themselves.
But people don’t refer you because you ask. They refer you because they want to.
Here’s why:
- People share things that made them feel something.
- They refer businesses that solved their problems.
- They advocate for services that surprised them in a good way.
If you want more referrals, focus on becoming the story they want to share.
Let’s break down how to do this properly.
Step 1: Deliver Memorable Experiences
Stop focusing on doing just enough.
Aim to solve their problem in a way that’s smooth, thoughtful, and enjoyable. Go beyond the minimum. Anticipate what will make their life easier.
It could be simple things like:
- Sending a recap email after a sales call that’s beautifully organised.
- Offering proactive suggestions that save them time.
- Solving a pain point before they even realise it’s a problem.
These are your moments to connect. They might feel small, but they’re the details that make people remember you.
Think about your own experiences. When was the last time you referred someone? I bet it wasn’t just because the product worked. It was because something about the process felt good.
Step 2: Make Referrals Easy to Share
One big mistake? People make their service hard to talk about.
If your clients don’t know how to describe what you do quickly and clearly, they won’t refer you.
You need to arm your buyers with a simple, memorable phrase.
What’s the one line that sticks?
Give your clients a story that’s easy to pass on. Make it simple for them to explain your value to someone else.
The easier you make it to refer you, the more they’ll do it.
Step 3: Stay Visible Without Pestering
People often stop referring you simply because they forget about you.
Out of sight, out of mind.
This is why consistent, valuable follow-up matters. Not spam. Not constant selling. But helpful check-ins, useful content, or a genuine message that keeps you top-of-mind.
Stay relevant in their world, and when the opportunity comes up, they’ll think of you first.
Step 4: Ask at the Right Moments
I’m not saying you can’t ever ask for referrals.
But the timing matters.
Ask when your client has just achieved a great result. Ask when they’ve sent you a kind message about their experience. Ask when they’re feeling the value you delivered.
At that point, it feels natural. It feels like sharing, not pushing.
A simple question like, “Is there anyone you know who would also benefit from this?” works beautifully when the timing is right.
Bonus: Build a Referral Culture
The businesses that grow through referrals don’t leave it to chance.
They make it part of their culture. They talk about referrals with their teams. They make it part of onboarding. They track and celebrate when clients introduce new people.
They show that referrals aren’t an afterthought; they’re a core growth strategy.
And people love sharing things that solve real problems. Because people want to look good when they recommend someone, and they will remember the details that make them feel valued.
If you create that kind of experience, people will happily send others your way.
Referrals are the by-product of trust.
Build that trust by delivering quality, focusing on the details, and making it easy for people to talk about you.
Be the book they can’t stop recommending.
Here’s to becoming the business that people love to refer.
