Referrals – An easy way to ask for referrals (introductions)
We all love referrals in business. We understand that it is the fastest way to grow our bottom line, but we hate to ask for them.
Why is this?
Asking for referrals is kind of like having a one night stand, you feel like you are using the other person and you may even feel a little dirty for doing it. It can feel like a one way advantage… You ask your client to put themselves on a limb for your benefit.
When you ask for a referral, you may find yourself hesitating or resisting because you are not quite sure if you have provided enough value to the client, because if you did, why would you have to ask for a referral in the first place. Now we are getting into dangerous territory…
How to overcome this sleazy feeling…
In our process The CHAMPION Path, we walk financial advisors (and other sales professionals) through a process that not only helps you develop the right kind of relationship with your top clients, but also helps your client (or Champion in this case) see the value of your relationship without you having to tell them.
While The CHAMPION Path process itself is in depth, I wanted to share with you just one of the conversations to have with your clients that can open the floodgates to several referrals (introductions – learn more about the power of Introductions).
This conversation is the third in a series of three conversations. This is where the rubber meets the road, but it is important that you have already developed the right kind of relationship with your client before having this conversation.
Script
Hello Mr. Jones. I just wanted to thank you for being such an incredible client to work with (for XYZ reasons). As you know (based on previous conversations), I have been working to redesign my business into one that I enjoy by developing it around my best relationships. I consider you one of my best relationships so I wanted to ask you, if you were me, how would you go about meeting more people like you?
Once again, I caution, this conversation has to be authentic as a result of the previous conversations in The CHAMPION Path. Don’t dive into this one without first doing all of the other steps in the process, otherwise it could backfire for you and appear manipulative instead of genuine. This process has helped hundreds of advisors increase their production by 50-400% and many of them have become the top producers in their firms.
To learn more about The CHAMPION Path, CLICK HERE.
Ken Doyle and Lauren Eichner are the founders of Getting Results Inc, a top business coaching firm since 2002. If you are interested in hiring a business coach, complete the Personal Assessment at: https://gettingresultsinc.com/personal-assessment
