How can you ensure your accounting clients refer new business to you?

As an accountant, you know that referrals are one of the best ways to grow your client base and revenue. But how can you ensure that your existing clients are happy to recommend you to their network? Here are some tips to help you increase your referrals and expand your business.

1 Deliver exceptional service

The first and most important step to get more referrals is to provide outstanding service to your current clients. This means meeting their expectations, communicating effectively, solving their problems, and adding value to their business. You want to build trust and loyalty with your clients, so that they feel confident and satisfied with your work. When you deliver exceptional service, you not only retain your clients, but also encourage them to spread the word about you.

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Asha Kanta Sharma

Manager - Finance & Accounts @ Opendoors Fintech | Financial Accounting
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Building a strong referral network is crucial for growing an accounting practice. Strategies include providing exceptional service, effectively communicating with clients, understanding their businesses, offering value-added services, building personal relationships, asking for referrals, creating a referral program, encouraging online reviews, hosting client appreciation events, being proactive and responsive, sharing success stories, maintaining professionalism, educating clients, staying current with technology, following up after services, and being responsive to feedback. By delivering exceptional service, fostering strong relationships, and actively seeking referrals, you can build a solid client base and ensure new business referrals

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2 Ask for referrals

The second step to get more referrals is to ask for them. Don't be shy or afraid to request referrals from your clients, especially if you have a good relationship with them. You can ask them in person, over the phone, or via email. You can also use social media, newsletters, or testimonials to remind them of the benefits of working with you. The key is to be polite, genuine, and specific. Explain why you are asking for referrals, what kind of clients you are looking for, and how they can help you.

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3 Reward referrals

The third step to get more referrals is to reward them. You can show your appreciation to your clients who refer new business to you by offering them incentives, discounts, gifts, or recognition. You can also send them a thank-you note, a testimonial request, or a referral request for their contacts. By rewarding referrals, you not only motivate your clients to refer more, but also strengthen your relationship with them.

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4 Follow up with referrals

The fourth step to get more referrals is to follow up with them. When you receive a referral from your client, you should contact the potential client as soon as possible. You should also inform your client that you have reached out to their referral, and update them on the progress. You should also thank them again for the referral, and let them know the outcome. By following up with referrals, you demonstrate your professionalism, responsiveness, and gratitude.

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5 Nurture your network

The fifth step to get more referrals is to nurture your network. You should maintain regular contact with your clients, referrals, and prospects. You should also expand your network by joining professional associations, attending events, or participating in online forums. You should also share valuable content, insights, or tips that showcase your expertise and credibility. By nurturing your network, you increase your visibility, reputation, and trustworthiness.

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Joseph L. Rosenberg

CPA-Owner, Joseph L. Rosenberg CPA
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In the prepandemic days I was a regular on the networking circuit. I'd see my network at an event, and they would remark, "Joe, I knew I would see you here". The network has taken years to build, and to nurture, now to some degree online. So if you are new to networking, you need to take the long view. And within that network there will be a couple of key referral sources that will be top of mind. Many times, though I will search my Linkedin network to find the right fit,and I'll get surprised by the choices when individuals had more than the expected key words in their profile.

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6 Track and measure your referrals

The sixth step to get more referrals is to track and measure them. You should keep a record of who referred whom, when, and how. You should also monitor the conversion rate, revenue, and retention rate of your referrals. You should also analyze the feedback, satisfaction, and loyalty of your clients and referrals. By tracking and measuring your referrals, you can evaluate the effectiveness of your referral strategy, identify areas for improvement, and optimize your results.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you ensure your accounting clients refer new business to you?

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1 Deliver exceptional service

2 Ask for referrals

3 Reward referrals

4 Follow up with referrals

5 Nurture your network

6 Track and measure your referrals

7 Here’s what else to consider

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