Part II: Lessons from a referral success story

Last week I shared a letter from Aquiles Larrea of New York, who attended our Referral Champions(TM) Boot Camp and found success using our system. What follows are two more lessons learned from his success story.

Lesson 4: It is quite common to ask someone for referrals but not be successful right away, and then have them volunteer referrals for you later. Some people give referrals right when you ask – on your terms while others will give them to you later – on their terms. Asking for referrals but not getting is a great way to plant seeds for referrals in the future.

Lesson 5: Aquiles paid attention during the Boot Camp Step 10: “Get the new client to thank the old client.” Doing this over lunch (you pick up the tab, but the “thanks” comes from both of you) is the most effective way. This validates the giving of referrals for the referral source. And, as Aquiles example shows, this lunch can yield more referrals.