There’s the right way to get referrals and then everything else is less effective or even risky. So here at the outset, let me establish that you need to teach people how best to refer you.
You can do this both by giving referrals in the absolute best manner and also by asking questions and getting people to understand at the outset the very best way they could “wrap that gift” of a referral for you.
As I taught clients and others how to refer to me, I showed them that I wanted them to write down on a small card or email to me the name and contact details of the person they were introducing to me. Thus, it was more likely being done right and some were so good at it that when we first would meet, they’d proudly push that referral card over to me as a sort of “ticket” or gift for all that I was doing for them. Most were truly excited to be giving me that referral and even eager to be doing it in the exact right way too.
So teach your referrers to write all the details down and to also have the answer to questions like:
Teach them to answer these Important “Magic” questions…
- Have you told them about me?
- Have you discussed that I would be calling them?
- Do they know what we’ve done together?
- What do you feel they need the most that I could help them with?
- May I use your name when I reach out to them?
Now, imagine you’re giving a referral to someone who you believe could also be a referral source for you. Now, when you give it, you provide the details clearly spelled out when you provided it to them.
What you’re doing then is showing the best way to give you a referral and setting the standard for how to do it going forward. I’ll even explain to them why I have the answers to the above questions, so they understand that I’m working on their behalf to help them gain a client. As they see the very best way, they learn how to make a referral to me.
This whole process is so easy and with it you’ll greatly increase the success for everyone.
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