How to make it work for you

What is a referral? Types of referrals? Why do we want referrals? Problems with gaining referrals Successful Referral Process Ensure Referral Success Next Steps

1. an act of referring; the state of being referred. 2. an instance of referring. 3. a person recommended to someone or for something.

Word of Mouth Referrals Introductions

The power of a referral is its potential to open doors, to generate interest, to get an appointment. Seldom can a referral sell for you. That's not the goal of a referral. The goal is to open a door and, hopefully, begin the relationship from a position of strength and trust. Sisyphus Example

Asking without first introducing the topic of referrals - it's an unexpected and unwelcome request. It puts your client on the spot. It doesn't define for the client who a good referral is It ignores the psychology of the client- and simply asking for referrals doesn't give the client a reason to give them They must have an objective way to determine if you've earned the referrals. It doesn't make giving referrals easy for the client--it makes them do all the work.

Lets your client get comfortable with idea of giving referrals Gives the client ample time to think of quality referrals to give Defines for the client exactly who a quality prospect for you is Gives the client a real reason as to why giving you referrals is in their own best interests Gives the client an objective way to determine if you've really earned the referrals Makes giving a large number of high quality referrals easy

1. Ask for referrals: 2. Ask more than once: 3. Really Ask: 4. Let the client know who's a good referral: 5 Help them: 6. Give them time to think: 7 Don't get names and phone numbers, get introduced.

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