CombinedNSP Site Admin
Joined: 13 Dec 2006 Posts: 1406 Location: Cleveland, OH
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Posted: Dec Sun 17, 2006 1:17 pm Post subject: Referrals: 10 Things You Can Do to Get ‘EM |
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Referrals: 10 Things You Can Do to Get ‘EM
1. Treat the entire referral process with reverence.
How you send it out to the world is how it will come back to you. Make sure you create enough time to have a good conversation about referrals. Let them know with how you ask that this is important to you, to them, and to whom you can help.
2. Earn the right to get referrals through great service.
Bring value quickly to every prospect and exceed your clients' expectations. Tell your prospects and clients that you'd like to get connected to other people they know, and that you know you'll only become "referable" through great service.
3. Maintain genuine contact with your clients.
Make sure your contact with your clients is much more than a quarterly newsletter or a holiday card. Talk to and visit with your clients even when you have nothing to sell them.
4. Form 10-12 strong Referral Alliances.
You probably have one or two people who may never become clients, but have the ability to send you referrals. If you have one or two, why not 10 or 12? Show them how well you take care of your clients and teach them how you'd like to receive their referrals.
5. Expand your results by targeting niches.
The best way to create a reputation is to narrow your focus to a group that has formal and informal ways of communicating with each other. When you target a niche, you can serve this market better, you become more valuable, and the referrals flow.
6. Let everyone know you work from referrals and you value their help.
Do all your clients know that you're accepting new clients and that you value their help? Do they only see you being real busy—sending them the unconscious message that you can't take on any more clients?
7. Upgrade the quality of your referrals. by learning as much as you can about this new prospect.
Don't just settle for a name and phone number. The person who just gave you a referral is a great source of information that can help you make a better connection. Learn as much as you can about your new prospect before you contact them.
8. Get a personal introduction to your new prospect.
Direct Method: Ask your referral source, "How would you like to introduce the two of us." Indirect Method: "Do you think Mary would appreciate hearing from you first, just to let how know why I'm calling?"
9. Keep your referral source up to date with how you are following up on the help they gave you.
Thank them profusely. If someone has given you help, you must maintain your integrity by following up on their help and by keeping them abreast of the results. Studies have shown that referrals will increase if you thank your referrals sources with small gifts.
10. Expect to get referrals.
Have an attitude of expectation. You will get many more referrals if you enter every relationship confident you will earn the right (through your great service) to get introduced to others they know.
Bill Cates is the author of Unlimited Referrals: Secrets That Turn Your Practice Relationships Into Gold (Thunder Hill Press, 1996) For free information about Bill's book and audio tapes, or to share your recommendation prospecting ideas and challenges for future articles, email at BillCates@ReferralCoach.com |
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