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Category: Get More Referrals

We can all agree that if a prospect is not a proper fit for your business, then you would be doing both the prospect and your business a disservice by taking them on as a client. So, how do you ensure that your clients and centers of influence are connecting you with the right people? In today’s article, I give you a quick & effective power script that will help you clarify who you serve best, and start getting more introductions to “perfect-fit” clients.

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A subscriber to our weekly blog asked me this question, “How do I ask for referrals without looking like that creepy referral guy?”

While I had to laugh, I do understand this concern that many people have around asking for referrals (and I should really say “Introductions”).

There are two simple strategies you can implement today. You’ll look back and wonder, “Why was I ever uncomfortable with this?”

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Superman was rendered weak and ineffective in the presence of Kryptonite.

You and I also have our versions of Kryptonite that come in the form of limiting beliefs.

My mentor as a youth, Bill Wilks, used to tell me, “Billy Cates. If you ever hit a problem or get stuck, the first place to look is at your beliefs. What do you believe to be true that may be holding you back from seeing or acting on what’s possible.”

Another term we might use here is “blind spots.” We all have them, but we don’t always know it. That’s why they call the BLIND SPOTS!

My friend Willie likes to say, “It hard to see the picture when you’re in the frame.”

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Niche Marketing… Target Marketing… Vertical Marketing…

These are not a new concepts to you. BUT, are you truly leveraging the substantial power of niche marketing to find more clients to serve, more revenue to generate… and more dollars in your bank account?

While there are many benefits that you can experience by narrowing your marketing focus, most of them fit under the umbrella of these 3 big benefits…

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Brian asked me, “What does it take to turn clients who occasionally refer you, into true advocates for your business? Are Advocates just wired that way, it’s in their DNA or is there something we can do to create more Advocates.”

My answer was simple: “Yes and yes.”

Some people seem to come into this world looking for ways to provide value to others by advocating for products and services they like.

And some people are right on the edge of becoming Advocates, but haven’t stepped into that world yet. They need a little more information and they need a little nudge.

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For this moment in time, I’m going to assume you are highly referable. I mean, you are getting referrals and introductions without asking for them – from prospects, clients, and centers of influence – right?

Your referability (or lack thereof) will make or break your ability to get referrals and turn them into introductions.

Since you don’t want to ask too soon or ask too often, how else can you be appropriately proactive? By promoting referrals.

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You’ve probably heard the reports. “They” are saying, “You can’t ask for referrals” or “Stop asking for referrals.”

Allow me to quote my high school basketball coach, “Horse Manure Cates!”

Now… I do agree that we should think in terms of introductions and not simply referrals.

But that’s now what I’m talking about. I’m talking about the people who keep reporting Fake Referral News like…

FAKE REFERRAL NEWS #1: “Asking for referrals doesn’t work.”

FAKE REFERRAL NEWS #2: “Your clients aren’t thinking about helping you.”

Why is this fake referral news and what should you be doing about it?

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On March 28, I’ll be hosting our next webinar on how to ask for referrals without pushing or begging. And as you might imagine, timing is everything. The when to ask for referrals is a critical piece of the puzzle.

Some people ask for referrals (introductions) much too soon in their new relationships. While others wait entirely too long to ask – if they ever ask at all. Just like Goldilocks wanted the chair, the soup, and the bed “just right” you want your timing to be just right.

There are three things to keep in mind re: the timing of when to ask…

STOP asking too soon and STOP waiting too long. Make your timing JUST RIGHT!

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At my live presentations, every time I make a blanket statement about the right or wrong way to do something, someone comes up after my talk and say, “You said not to ______. I’ve been doing that for 15 years and it still works.”

My response is simple, “Then keep doing it. If it’s legal, ethical, moral, and everyone wins, then keep on keeping on.” I mean, who am I to stop someone who is getting the results they want.

With that said, I feel pretty strongly about these to mistakes that I see people make all the time.

You’ll have to click over to the blog to get the skinny, but here’s the gist:

Mistake #1 – Making Referrals All about You

Mistake #2 – Being Way Too General with Your Request

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POP QUIZ! Fill in the blanks right now!

The Sun, the Moon and the _______.

The 3 little _______. Goldilocks and the 3 ______.

Everywhere you look throughout history there’s been power in 3’s; in the triad.

I ran into a financial professional the other day who told me that he has fun with his request for referrals by invoking the power of three.

Personally, I think what he does is one of those both simple and brilliant.

Keep reading to get the sample script and insight into this powerful dynamic…

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Referral Coach