Hello, my name is David Wolfskehl and let’s continue our conversation about asking for referrals.
Everyone knows it’s a great way to build your business. It makes it easier on your sales process and there’s all kind of wonderful things that happened from referrals and yet so few people ask for them and ask for them on a regular basis. So let’s go over a couple of types of the referrals and when you said you can be prepared when those opportunities strike.
The first type of referral I call is the upfront contract and it relieves some of the pressure people feel in asking for referrals. So at the beginning of the sales process, you let your client know that your expectations are for referrals, if you’re successful. If I do a great job for you, I’d love to get some referrals from you. You’re letting them know right upfront.
Now I have clients and I know people who are very good about setting a front contract but they forget to actually ask for it. So again, it’s both pieces to that puzzle and who are to make it effective.
The second type of referral or a good place to ask for referral is when somebody tells you, you did a great job. So often, people’s responses are, thanks. And they should be thankful but when somebody tells you, you did a great job, you’ve earn the right to ask for a referral. So be aware, listen for those opportunities and be ready to make a transition. “Hey, I’m so glad you’re happy. Do you think there are other people you know who would benefit from our services?” And I think asking in terms of how you could help other people is better than asking for a favor. So when somebody tells you, you did a great job, be prepared to ask for that referral. To let them know that you’re ready and able to help other people.
Another important way to get referrals is to make it part of your process. So if you bring paper work and you have an agenda and referrals to it and then feel comfortable asking. Just like you’re comfortable if you need to fill paperwork asking for phone numbers, be comfortable asking for referrals. Make it part of your process.
Now, I guarantee you if you haven’t been doing this, the first time will feel very uncomfortable. The tenth time will feel fine. So mine’s table will scale, I help clients do what’s important. I help push them out of their comfort zone so that they can increase their success. Thank you very much and have a successful day.
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