Category: Get More Referrals

The easier you can make it for people to introduce others to you, the more likely they’ll do it. Here is an easy 3-step digital strategy that you can set up to help make it very easy for your clients, centers of influence, and other advocates to provide you with quality introductions.

“How should I reward people for giving me referrals?” A common question… without one perfectly right answer. Is a Rolex too much? Yes! What about a gift card to Starbucks? Probably!

In some industries – like financial services – you could easily get in trouble if you “thank” or “reward” for referrals and introductions in the wrong way.

Beyond a handwritten thankyou note (which should be the bare minimum), what’s the right strategy for you? Join me inside our blog and I’ll give you some ideas.

I am often asked, “How often can I ask my client for referrals?” The thought of asking for referrals more than once feels pushy to some.

This is a hard question to answer, because it depends a lot on the client – how open they are to giving referrals, how connected they are, and who in their life you’ve discovered to suggest for a possible introduction.

There are two keys to asking for referrals a second or third time (or more)…

As you become more referable and even ask for referrals, if you’re not careful, your referral marketing efforts might start to generate prospects who don’t fit your business. What do you do if you receive a client referral that just isn’t a match?

I have an important question to ask you! If a prospect is not right for your business, are you right for them? Probably not. Yet do you ever take on clients who aren’t a good fit for you? Probably so. But why? Often, the answer is because your client took the initiative to refer a friend to you, and you felt obligated to take them on.

During a phone call with a client, planning the agenda for a speech, my client wanted to make sure I would address how to ask for referrals over the phone. And while asking for referrals (and getting introductions) is usually best done in person, it’s certainly possible to be effective over the phone. Heck, most of the referrals and introductions I receive are accomplished this way.

“When performance is measured, performance improves. When performance is measured and reported back, the rate of improvement accelerates or has dramatic improvement”. This is often referred to as Karl Pearson’s Law. The question is: can Karl help you get more referrals? Maybe not. But stick with me, because I can!

The above statement was sent to me by a recent graduate of our Referral Champions Training Camp. Mark is creating significant results using our process. Most of the credit goes to him, as he is using this principle to drive his actions and results.

Please allow me to show you 7 actions you can measure that will produce results…

When I teach people how to ask for referrals, this is the resistance I usually get:

“I don’t want to make my client feel uncomfortable by putting them on the spot.”

“I don’t want to look needy or unsuccessful.”

These are two of the many reasons why people aren’t confident asking for referrals and introductions. I get it! I totally understand.

Two important points:

1. Having the right approach will alleviate all the concerns, fears, and awkwardness.
2. Are you willing to get comfortable and confident? If not, then you can stop reading now.

It’s been awhile since I’ve run through our popular V.I.P.S. Method™ for asking for referrals. So here goes…

Mark Zuckerberg, founder of Facebook, is quoted as saying, “Nothing influences people more than a recommendation from a trusted friend. A trusted referral influences people more than the best broadcast message.”

So would Mr. Zuckerberg tell you stop using Facebook and other Social Media? Probably not. But here’s what he might tell you to do…

This 2-Minute Article Could Change Your Business Forever

An action trigger is something your prospect or client does or says that can trigger a referral-generating action on your part. This issue of the Referral Minute will highlight 5 things that can prompt you to promote referrals and introductions AND some very specific word tracks to help you produce results.

Of course, you have to be careful to not be obnoxious about this. You may get 4-5 action triggers in one appointment. Clearly, you don’t act on every single one.