The Problem with the 'Hustle'
If you’re a consultant in Brisbane—whether you’re an accountant in Milton, a HR specialist in Chermside, or a management consultant in the CBD—you know the feeling of the ‘feast or famine’ cycle. One month you’re flat out, and the next, you’re staring at a quiet inbox wondering where the next project is coming from.
Most consultants think the answer is to do more social media, or maybe send a bunch of cold emails that nobody wants to read. But let’s be honest: that stuff is exhausting, and usually, it doesn’t work.
I’ve seen dozens of local businesses waste thousands of dollars on fancy marketing that results in nothing but ‘likes’ and zero phone calls. If you want to grow a professional services business, there is only one gold standard: Referrals.
A referral is a warm introduction. It’s someone saying, “I trust this person, and you should too.” When a referral calls you, they don’t ask about your price first. They ask when you can start.
In this guide, I’m going to show you how to build a referral engine that works while you sleep. No jargon, no tech-talk, just a practical way to get more people talking about your business so you can spend less time ‘selling’ and more time doing the work that makes you money.
Why Most Consultants Get Referrals Wrong
I was talking to a mate of mine who runs a successful engineering consultancy in Eagle Farm. He told me, “I just wait for the phone to ring. If I do a good job, people will tell their friends, right?”
Wrong. Well, half-wrong.
Doing a great job is the bare minimum. It’s the ‘entry fee’ to stay in business. But relying on people to remember to talk about you is a recipe for a slow-growing business. People are busy. Your clients have their own problems, their own kids to pick up from school, and their own businesses to run. Even if they love your work, you aren't at the front of their mind.
If you want more referrals, you have to stop being passive. You have to create a system.
Most consultants make these three mistakes: 1. They are too vague: They tell people “If you know anyone who needs help, let me know.” That’s useless. No one knows “anyone.” 2. They ask at the wrong time: They ask for a referral before they’ve actually delivered a result. 3. They make it hard: They expect the client to do all the heavy lifting of introducing them.
We’re going to fix all of that.
Step 1: Become the 'Only Logical Choice'
Before you can expect someone to refer you, you need to be very clear about what you actually do.
If you tell me you’re a “Business Consultant,” my brain shuts off. I don’t know who to send to you. But if you tell me, “I help family-owned manufacturing businesses in Queensland reduce their staff turnover,” now I have a mental picture. The next time I meet a guy running a factory who’s complaining about losing staff, I’m going to think of you immediately.
You have to become the logical choice for a specific problem. When you specialise, you become more referable. It sounds counter-intuitive—you think you’re cutting out potential customers—but in reality, you’re making it easier for people to remember you.
Think about it: If you need heart surgery, do you want a general GP or a heart surgeon? You want the specialist. And you’ll pay them five times more without arguing about the bill.
Step 2: The 'Golden Moment' of the Referral
There is a specific window of time when a client is most likely to refer you. It’s not six months after the project is finished when they’ve forgotten how much you helped them. It’s the moment they see a result.
I call this the Value Peak.
Let’s say you’re an accountant. The Value Peak isn't when you send the tax return. It’s the moment you call the client and say, “Hey, I found a way to save you $12,000 this year.”
In that moment, they are thrilled. They feel like they’ve won. That is when you ask.
Instead of a generic ask, try this: “I’m so glad we could save you that money. I’m looking to help two more business owners in the construction industry do the same thing this quarter. If you know someone who’s frustrated with their current tax bill, would you be open to introducing us?”
It’s specific, it’s timely, and it’s helpful—not pushy.
Step 3: Use 'Strategic Partners' (The Secret Weapon)
This is where the real money is made.
Individual client referrals are great, but they are one-offs. If you want a steady stream of work, you need Strategic Partners. These are people who talk to your ideal customers every single day, but don't compete with you.
For example: If you are a Mortgage Broker, your partners are Real Estate Agents and Conveyancers. If you are a HR Consultant, your partners are Employment Lawyers and Accountants. If you are a Web Designer, your partners are Copywriters and IT Support guys.
I once worked with a bookkeeper in North Lakes who was struggling to find new clients. She was spending a fortune on Facebook ads that weren't doing anything. I told her to stop the ads and go have coffee with five local accountants.
Why? Because every time an accountant gets a new client with a messy shoebox of receipts, they are annoyed. They don’t want to do the bookkeeping; they want to do the high-level tax strategy. By being the person who solves the accountant's problem (the messy books), she got a flood of new business. She learned how to win more clients simply by making life easier for her partners.
How to approach a partner:
Don't ask them to send you business. That's what everyone else does. Instead, ask how you can help their clients."Hey [Name], I'm an IT consultant. I noticed a lot of your accounting clients struggle with cybersecurity. I've put together a simple 10-point checklist they can use to see if their data is safe. Would you like to send it to your email list as a value-add?"
You look like a hero, the partner looks like they provide extra value, and you get your name in front of hundreds of potential customers for the cost of a cup of coffee.
Step 4: Stop Competing on Price
One of the biggest fears consultants have is that if they ask for referrals, they’ll have to keep their prices low to be "competitive."
This is a trap. In fact, referred clients are usually willing to pay more because the trust has already been established by the person who referred them.
If you find yourself constantly haggling over your daily rate or project fee, you have a positioning problem, not a pricing problem. You need to charge what you're worth and stand firm.
When you are the "cheap option," people refer you to other people who are looking for a bargain. When you are the "expert option," people refer you to high-value clients who want the job done right the first time. Which one would you rather have?
Step 5: The 'Referral Kit'
Remember when I said don't make your clients do the heavy lifting? This is how you solve that.
When someone says, "I'd love to refer you to my mate, Dave," don't just say "Thanks!" and wait. Give them a Referral Kit. This sounds fancy, but it's just a pre-written email or a physical card they can pass on.
The Pre-written Email:
"Hi Dave, I was talking to [Your Name] today about how he helped us fix our recruitment issues. I thought of you because I know you're looking to hire. I've copied him in here—he's a straight shooter and worth a chat."*Now, all your client has to do is hit 'Forward' and type Dave's name. You’ve removed the friction.
Step 6: Educate Your Network through Local Events
Sometimes, people want to refer you, but they don't quite know how to explain what you do. A great way to fix this is to get out into the Brisbane community.
I’m not talking about those awkward networking breakfasts where everyone tries to sell you life insurance. I’m talking about sharing your expertise. When you speak at local events, you move from being a 'service provider' to an 'authority.'
If you're a marketing consultant, offer to do a 20-minute talk at the local Chamber of Commerce about "3 ways to get more phone calls without spending more on ads."
When people see you in person, they trust you faster. And the people in the audience who might not need you today will remember you when their friend asks for a recommendation next month.
Step 7: Saying Thank You (The Right Way)
If someone sends you a lead, you must acknowledge it immediately—even if the lead doesn't turn into a sale.
If you don't say thank you, that person will stop referring you. It’s that simple.
In my experience, a handwritten note or a small local gift (maybe a box of chocolates from a shop in Paddington or a nice bottle of wine) goes much further than a 'referral fee.' In professional services, paying cash for referrals can sometimes feel a bit 'greasy.' But a genuine thank-you gift feels like a relationship.
Summary: Your Action Plan
Building a referral-based business doesn't happen overnight, but it is the most stable way to grow. Here is what I want you to do this week:
1. Pick your niche: Stop being a 'generalist.' Decide exactly who you help and what problem you solve. 2. Identify 3 Strategic Partners: Who already has your customers? Reach out and offer them something valuable for their clients. 3. Draft your 'Intro Email': Write that 3-sentence email that makes it easy for people to introduce you. 4. Ask at the 'Value Peak': The next time a client says "Thank you so much!", that is your cue to ask for a referral.
Need help getting the phone to ring?
Setting up these systems takes time, and I know you're busy running your business. At Local Marketing Group, we help Brisbane consultants and professional service providers get more enquiries and better clients without the technical headache.
We don't care about 'viral' posts or 'engagement.' We care about your bottom line. If you want a website that actually works on phones and a strategy that brings in real leads, let’s have a chat.
Ready to grow? Contact us at Local Marketing Group and let’s get to work.