I am having a client appreciation function in November. It is a popular event and 50-75 people will attend. It is strictly a party and I do make about 10 minutes worth of announcements. I am holding a “Don’t Miss the Boat” referral contest. Anyone that refers me before 12/31 will qualify to go on our dinner/dance trip. Can you share with me any insight on what I can give or say to clients at this event to get more referrals?

Thank you,
Arni

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Arni,

I’m not a big fan of asking for referrals at Client Appreciation Events. I believe the event should be all about them and you just showing your appreciation of their business. When you go beyond that, it’s not longer a pure client appreciation event.  I am a believer in referral events, where the main purpose is for introductions in a social setting.

I have heard of some financial professionals having some success with referral raffles and the like. If you have the kind of relationship with your clients where they don’t view that as tacky, then I’m sure you can make it work.

My one suggestion would be to make the referral request as much about the value of the work you do and bringing that value to others – NOT about you building your business.  Make it a client-centered or value-oriented process.  Make sense?

Thanks for taking the time to write!
Bill 

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