You may be killing your opportunities for more and better referrals without even realizing.
Almost everyday I see messages advisors send to their clients and other referral sources that work against their ability to generate more referrals and introductions.
Oftentimes, these messages are subtle and the advisor doesn’t even realize the potential negative impact.
For example, I received this out-of-office message just the other day (that prompted me to write this blog):
Due to high workload, I am currently checking and responding to email once a day.If you require urgent assistance (please ensure it is urgent) that cannot wait, contact me via phone.
Yikes! Clearly this advisor is way too busy to take on new clients. If you received this message, would you refer any business to this advisor?
Here are 2 referral-killing messages or signals that you want to avoid at all costs:
I’m too busy to take on new clients.
I believe that honesty is always the best policy. With that said, be careful about how you convey the fact that you’re busy to your sources of referrals.
If someone asks, “Are you busy?” Simply say, “Never too busy for you.”
A way to plant seeds for referrals is to say, “I’m never too busy to see if I can be a resource for anyone you care about.” The words “too see” are your qualifying words. This means that you won’t take on just anyone into your business; the match has to be right – you’re always willing to explore the possibility. Last week, I posted a very short video addressing how to avoid Wrong-Fit Clients. Catch the video here: https://referralcoach.com/stop-taking-on-wrong-fit-clients/
I’m already successful and don’t need you to introduce anyone to me.
We know that successful people like to do business with other successful people. So you dress for success, you drive a nice car, and you wear a nice watch.
While there’s nothing wrong with that, you do need to be careful sending the message that you’re “done” – that you aren’t always open to new clients when the match is just right.
A good rule of thumb to follow is to dress and drive on a level that’s close to what you’re clients typically do.
In summary, take stock in the messages you are sending to your clients and centers of influence.
Be careful to appear too busy that you can’t take on more clients.
Be careful to appear “done” building your business – that you are so successful you don’t want your clients and COIs to send great clients to you.
Questions? Comments? I’d love to hear from you in the comments section below.
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