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October 27, 2016 at 12:30 AM
It has been said that the definition of insanity is doing the same thing over and over again and expecting a different result.
One form of referral insanity is using outdated methods. Managers and trainers often teach what worked for them, but only produce mediocre results in this new world where we need to blend the analog side of referrals with the digital side.
Getting referrals is simple, but not always easy. There are five insanely common and easy-to-make mistakes that so many people are making in their efforts to boost referrals and introductions. Here’s what not to do:
1. Not being as referable as you think you are
Are you referable? How do you know? You’re getting referrals without asking for them. Do notice when your prospects and clients make value-recognizing statements, so you can leverage the value you bring into introductions to others?
After a live session an advisor said to me, “My clients love me, but they’re not giving me any referrals.” We went through the three main stages of client relationships to make sure he was covering all the bases. Long story short, he’s now in therapy trying to deal with the fact that he’s not as referable as he thought he was.
2. Not seeing the opportunities right in front of you
Do you bring confident awareness to asking for referrals and introductions? Are you confident in the work you do and the value that you bring to your prospects and clients? If not, that should be your first priority of business.
Are you aware of all the opportunities right in front of you on a regular basis? When your prospects and clients mention other people in their lives, do you pay attention? Do you get curious? Do you explore the possibility of being introduced to them? You don’t want to be obnoxious, but you don’t want to miss opportunities either.
