Getting Clients to Call You

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Read time: 6 minutes

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👋 Hey everyone,

Welcome back.

I originally published a version of this essay in December 2023. If you find it helpful, please share with friends and coworkers. Enjoy.

Cold calling is not my cup of tea.🥶

Isn’t it the worst feeling?

If you have worked in the sales trenches, you know what I mean.

You call hundreds of people and get five discovery meetings.

If you are lucky, you close one sale.

You experience massive rejection and go into a downward spin, which can be demoralising and discouraging, making it even harder to pick up the phone and make more calls.

It is bad for your mental health.

To be clear, I'm not suggesting you stop calling new leads. Rather, I'm emphasizing that outreach becomes much easier when you've established a reputation in your industry.

So, how can you find clients and generate new business without the pain and agony of cold-calling?

This week, we will delve into generating new business through a robust referral network.

Getting clients to call you means literally that your mobile phone will ring and someone will be calling you with an idea that you can be helpful to them.

The key is becoming known as an expert by building a strong referral network in your industry—being someone who people actively seek out and trust.

Building this referral network requires time and effort, but it's worth every minute. As your network grows, prospects will call you, making it easier to achieve your sales goals.

Here is how to build a referral network and get clients to call you.

1. Find People Who Naturally Recommend People

The first step to getting prospects to call you is to identify the people with a reputation for recommending others.

To find these people, start by asking your own network for referrals. Ask your colleagues, current clients, and even family and friends if they know anyone who is well-connected or has a reputation for referring others.

Building a relationship with these individuals can position you as someone worth recommending. In my experience, one of these well connected people will give you five or more potential clients.

2. Become a Go-To Source Yourself

People call me to connect them with someone in certain business organisations because they think I know everyone. Well, that's actually not true—I don't know everyone, but I know enough people to connect them to the right people.

Start by researching and connecting with companies and people who serve your industry and recommend them.

Encourage people to call you for referrals, even if they're just asking if you know someone who can help with a specific need.

Once you've helped them, tell them what you do and describe the problems you solve. Let them know that you appreciate referrals.

For example, say "I help mid-market transport companies operate efficiently and serve more clients" rather than "keep me in mind if you know anyone looking for an ERP system."

Do it willingly; don’t expect a “Quid pro quo.”

3. Ask Your Clients for Referrals or Warm Introductions

One of the simplest yet most overlooked strategies for getting prospects to call you is to ask your happy clients for referrals.

Most salespeople do not take the time to do this, but it can be highly effective. Simply reach out to your clients and ask them if they know anyone who may be interested in your services. Alternatively, ask for a warm introduction to someone in their network who could benefit from what you offer.

This personal recommendation will be more likely to convert into a sale.

4. Connect or Introduce Your Clients to Your Network

Your client will love you! Who does not want new connections?

New connections can lead to new opportunities.

Your clients might find collaborators, potential business partners, or even new customers within your network. This will help you gain more trust and ask for referrals when the right time comes, which leads us to the next strategy.

5. Spend 1 Hour a Week Building Your Connections

Once you have a list together, set up meetings or video calls with each referral source. Focus on getting one referral from each source.

Book a meeting on your calendar for one hour a week to focus specifically on this task. Call it your "Getting Clients to Call Me Time". Use this time to book meetings or video calls with your warm referral leads.

6. Make Yourself Known in the Market You Serve

Finally, one of the most effective strategies for getting prospects to call you is to make yourself known in your market.

Attend conferences and events where your prospects are likely to be. Offer to share your knowledge and expertise with the community by speaking on panels or hosting workshops. If you are not ready to speak to a large group, do a one-on-one coffee meeting.

By building a reputation as a thought leader in your industry, you will become someone prospects are eager to learn from and connect with.

7. Stay Consistent

Schedule a dedicated time in your calendar to connect and engage with people—make it every Monday. This consistent practice is both strategic and important.

Remember, this is YOUR brand and network.

Getting prospects to call you requires effort and strategy.

But it is so worth it. Building a referral network is key to your sales success. Janis illustration below perfectly captures how this approach will benefit us in the future.

Successful salespeople who build meaningful connections and give value naturally attract their most valuable clients.

These valuable clients will then bring you more clients.

One new connection a week is 4 a month and 48 in a year. And you will be surprised how this will serve you in the future.

What specific action will you take this week to build your referral network?

I'd love to hear from you—reply and let me know. Thanks for being here, and see you next week!

Ren