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March 01, 2011 at 07:00 PM
In addition to last week’s three proven ways to get more referrals without asking, there are four more. Continue reading to see which ones you can start applying to your referral business.
1. “Don’t keep me a secret.” I’ve been teaching this simple phrase for more than a dozen years, and I’m impressed with two things: How many financial professionals are using this phrase with great success, and how often it results in a referral conversation right on the spot. It never hurts a relationship. Clients are not going to say, “I can’t believe you said that. Give me my check back.” Try saying this to your clients at the end of value-oriented meetings. Add it as a P.S. to your handwritten notes, e-mail signature and voicemail message.
2. Willingness to give referrals. This is a great technique to get a referral conversation started with anyone who is a small-business owner, salesperson or anyone who needs referrals for their business. You can use it with your prospects, clients, friends, people you meet at social functions and even neighbors. “Frank, you sound like you do pretty good work for your clients. Tell me, if I ran into a good prospect for your business, how would I know it, and how would you like me to introduce them to you?” When you demonstrate a genuine willingness to give referrals, many people reciprocate with you. This can be a great start to a productive center-of-influence relationship.
3. Celebrate referrals. Every time you meet a new prospect through a referral, make a big deal about it. Talk about the person you know in common. Say, “It’s great Tom introduced me to you. When I meet folks through referrals like this, it leaves me with more time to serve my clients, instead of spending time looking for clients. Make sense?” “And, quite frankly, it’s how most people prefer to meet their financial advisor.”
