Written by Damian Last

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PEN Director’s note: Damian Last of Need for Speed Marketing serves Christian Editors Association as webmaster. As part of the CEA team, Damian has offered to share monthly insights into marketing and web design. This month, he talks about three simple steps to getting more referrals.

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Step 1: Get over yourself.

The biggest obstacle to getting referrals is that nagging voice that says something to the effect of “You’re not good enough for what you charge,” “You should have to work harder than this to make money,” or “Remember that one client you really messed up on?” Those words (or your personal version of them) may come through in your voice, but they were whispered into your life by the Father of Lies.

But your Father feeds even the birds who do not sow nor reap nor gather (forgive my paraphrasing), and you know he loves you more than birds. You have something to offer, and you are worth your fee. Say it out loud.

Step 2: Ask. Just ask.

If you helped an author move closer to their dream of publishing, you are now listed among their heroes. Or at least their most trusted allies. They have author friends. But they are also busy and forgetful like the rest of us. They want to see you succeed just as much as you do them. Let them fulfill that want. Ask for referrals.

If one out of four clients sends you a referral, you’ll have more work than you know what to do with. Remember, people want to help people who have helped them. Reciprocity is a powerful force that keeps the world from falling into chaos.

Step 3: Repeat.

It really is that simple. Most people desire to be happy, healthy, and reasonably wealthy. You are helping some of them on their way to at least two of those desires. It’s only fair that you let them do that for you.

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