Referrals are Built on Trust
Did you know referrals is one of the warmest ways to attain new clients? I mean, who would you trust, the web designer with the site you just stumbled across or the designer your best friend recommended?
This isn’t a trick question. Referrals have pre-established trust because I’m personally not going to put my name on the line by recommending somebody to a friend who would do them wrong.
But there are many strategies you can deploy to increase your chances of success. If you’re willing to put the work in and want to know an awesome method, then read on.
The greatest lesson I’ve learned about referrals
The greatest revelation for me was this: If you don’t ask, you don’t get. Sure, there are people who will refer you voluntarily but you’ll get a lot more if you just ask.
Sound simple enough?
Well, in truth, asking is very scary. It’s akin to public speaking for some and I know that I hate asking people for business.
But there is a way around the fear…
The real secret is practice. I know what you are going to say, won’t it sound mechanical rehearsing for a referral? The truth is, it will help build confidence if you can afford a bit of flexibility as well.
A Script Will Help
When you know exactly what you’re going to say, and you’ve practiced it multiple times, it will sound more natural and engaging, and it will get you better results.
Your script doesn’t have to be sales-y or weird sounding. In fact, it shouldn’t be. It should quite simply be you—just more confident.
It also should not be long. More than a minute and you’ll start to sound desperate, and desperation drives people away.
A Sample Script
Now here’s a sample script that may help you craft your pitch.
You know John, I really enjoyed working with you. I was so inspired by how hard you worked and what you accomplished. Working with people like you makes coaching a real joy.
I love how you managed to overcome your fear and do that group presentation. I know that really made a difference to your company.
You know, I have a few spots open in my coaching program. I wonder if you can think of any friends or colleagues who could benefit from working with me? I’d love an introduction, if you do.
The really wonderful thing about this is it’s not intrusive, but at the same time sets you up as scarce. Plus people really love recommending and uniting others. I even remember referring my doctor to a good friend.
The best thing, the prospect will already be pre-sold on working with you. It’s a win-win all round.
Of course, with every new skill you learn, there are cautions to look out for. Here are some no-nos:
- Don’t refer just anybody – there must be a mutual match
- Don’t be selfish with referrals – refer forward where possible; give and you will receive
- Don’t treat it cold cold canvassing – don’t refer to a list of names, be genuine and personal in your approach
Today you learned a valuable tip for getting referrals. To practice and be authentic. Remember, what goes around comes around. Be nice!
If you have any tips on how to get referrals, or any inside tricks of the trade, why not share this post on Facebook and we’ll continue the conversation there.