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Practice Management > Building Your Business

Ask for referrals

By Daniel Williams

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What’s the biggest issue or roadblock you’re finding in your practice today? For many advisors I speak to, it’s referrals.

It may sound like a simple solution, but if you’re not getting the number of referrals you want, then remember to do this: Ask for them.

“A referral is commonly thought of as the highest form of compliment you can give a sales professional. However, customers rarely provide a referral without being asked,” says Adrian Miller, president and founder of Adrian Miller Sales Training.

Miller says that it’s up to the advisor to push the button and take the initiative to ask for additional contacts.

“All too frequently, sales professionals are afraid to ask, don’t feel they have a good rapport with the client, or simply forget,” Miller adds. “The proper timing of asking for a referral can depend on the situation. Most often, it is appropriate to wait until you build a relationship with the client, although, it might be acceptable to ask if you know the client is excited about a recent purchase.”

She makes an interesting observation about sliding down the referral pipeline. “Don’t be discouraged if a referral doesn’t have a need for your product or service. It is possible they will in the future or know someone who does.”

If you have any additional tips on how you get referrals, let us hear about them.

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