Dear Friends,
So you don't want to ask for referrals, who does?
I've heard it said...
"it's uncomfortable"
"it's like begging"
"it's pushy"
"it makes me feel cheap"
"it's not natural"
Ahhh!
It's not natural. That's something.
Does asking for referrals put you in a place where you become what you don't want to be?
Yes, yes it does.
I said "yes." I know what you are thinking. How can someone who advocates and trains on "asking for referrals" say that it's not natural and makes one feel uncomfortable?
Well, it just does.
We're taught not to ask, it's rude. Or it's just not the right thing to do because it makes other people feel uncomfortable.
You're right again.
Knowing how to ask, and when to ask, takes a skill. A learned and comprehensive skill.
It's a process. Once you learn the whole process, with integrity, the asking becomes natural both for you and the other person.
Look at it this way.
Learn that ASKING is not a question, it's a process.
When you understand and follow the process "asking" becomes natural and part of the conversation.
Just follow these simple rules.
1. Serve before you sell and serve before you ask.
2. Plant seeds. Lay the ground work that you are growing your business by referrals.
3. Ask when the rapport is good. At the right time, the right way.
4. Use the word "introduce" not refer
Don't deviate. This is very, very important. Know the difference between "asking" for a referral and "starting" a referral/introduction conversation.
Just in case you may be unclear as to the difference starting a referral conversation is all about letting people know how you do your business and how much you appreciate and welcome introductions.
For example...
If someone says to you "Mary you are so much better than the last attorney we used. Thank you for everything you have done."
You can respond by "starting" a referral/introduction conversation and say..."You're welcome and thank you for saying that. It's been a real pleasure working with you and I'm glad you're satisfied with our services and hopefully feel comfortable enough to introduce us to your friends and family" OR
"I'm glad you feel that way. I just want you to know that when you introduce someone they will be treated the same way."
That's starting a referral/introduction conversation. It's not asking.
Asking isn't better than starting. They are different and both have their place in the relationship. The tip today is about the process when it comes to asking.
Follow the process all the time and earn the right and welcome the opportunity to ask.
1. Serve before you sell and serve before you ask.
2. Plant referral seeds and lay the ground work as to HOW you work.
3. Ask for referrals when the rapport is good. At the right time and in the right way.
4. Use the word "introduce" not refer
Asking isn't a question...it's a process.
Thanks for spending 3 minutes with me...
The best is yet to be!
On Your Team
Jeffrey Stanton
Your Trusted Advisor For Life
One of the fastest ways to build a successful referral based business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.
If you have found this tip useful, please share it with any friends, family, colleagues and associates who you think will be interested. Feel free to print it (with credit and subscription information) and continue to enjoy the tips. I am always grateful for any comments, criticisms or other feedback that you may have. Please send them to feedback@jeffreysjournal.com
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