We are often embarrassed to ask for referrals and instead hope that our clients will just offer them to us anyway. If you are using this strategy, you could be costing yourself serious business. As a rule of thumb, most people won’t give referrals unless they are asked. This is nothing personal, it’s just human nature.
To get over your embarrassment and tap into your clients’ sources (without offending the client) you first must be offering excellent service. Without this, it is unreasonable to expect that anyone would put their stamp of approval on your name.
Assuming that you are delivering “knock your socks off” service, what else can you do to get referrals without sounding like a used-car salesman? Just use the number one most effective, least embarrassing way. You’re about to find out what it is.
What to Say
“Mrs. Client, I’ve had a great time working with you. If you know anyone who might need my services, I would be MORE than happy to help any of YOUR friends.”
Why it Works
Notice how we just paid the client a huge compliment. In the client’s eyes, we weren’t asking for a referral, we were saying to her, “You are so great to work with that anyone YOU refer must be great to work with too.”
We’ve taken the emphasis away from you as the professional and put it right on the client. What better way to let her know that new business is always appreciated?
When to Say It
Say this after you have had a meeting with a client, not before the meeting starts. Take time to have a conversation with her and then pay the compliment. But don’t wait until she’s walking out the door – you’re liable to miss your opportunity because she is literally leaving. Say it as the conversation is winding down but you’re still sitting at the desk.
Now you have it. The number one most effective, least embarrassing way to ask for a referral: Pay the client a compliment. You will feel better, the client will feel great, and you will finally be getting those referrals.
M.E. Callan,
mpc@cmnwealth.com
http://www.cmnwealth.com
M.E. Callan is principal of Commonwealth Marketing, a firm that specializes in marketing for professional services. Recognized as an industry expert, Callan has been published nationwide and has been the featured speaker at national seminars.
