It’s amazing how much advice there is out there about getting referrals. And scary how much of it is dead wrong.
Well, technically it’s not wrong, It’s just very misguided. It treats getting referrals as a one step process where you ask your clients for referrals – and that’s it.
And yes, this will get the odd client or two. But it’s hardly a raging success, right?
Let me explain.
Referrals are the natural extension of the work you’re doing with your client.
And sometimes it helps to push them along a little bit.
So your first step is to remind them of the outcome they got working with you. And this is the first step the ‘so-called’ experts leave out.
You remind them of the value you gave them. The benefits they got from you. And how it changed their life.
And then when they’re connected with the results you got for them you can say something along the lines of:
“Mary, I’m glad you see the value of the work I’m doing for you. I just want you to know I’m never too busy to see if I can help any of your family, friends or colleagues you think might benefit from talking with me.”
And if you’ve done the groundwork first then Mary will want everyone else to have the same experience she had.
Now there’s a third step and this comes after the referral is made.
It’s so obvious it shouldn’t need to be mentioned, however it does because so many people forget about it.
You must, absolutely MUST remember to reward the person who made the referral. And this is because people love being recognised for what they’ve done. And they want to reciprocate by …
A bunch of flowers, a box of chocolates, tickets to the football … it doesn’t have to be extravagant. Just something nice to show you appreciate the referral.
Following these 3 simple steps will very quickly see you flooded with brand new business – all referred to you by existing clients.
Which means they’re well qualified, easy to close and they didn’t cost you once cent to acquire.