So far we’ve covered two key skills related to asking for referrals: Telling your stories; and consistently working your list.
This week, let’s look at a simple (yet often overlooked) premise: You get what you ask for! When you’re talking to people about your products or business, be clear about WHO you’re looking for and HOW you’d like to receive the referral. The clearer you are, the more likely you’ll receive a referral. I call this ‘taking control of the lead.’
Start with your existing customers. When you follow up with them, focus first on their satisfaction! Once you know they’re happy, always ask for referrals. If they love their results on your products – and trust in your authentic customer service – there is a good chance they will be open to giving referrals. Here is some language to consider:
“Pat, I’m so happy you love your <products/results>. You know I’ve built my business on referrals. Like most of my clients, I’m sure you have friends who would love <mention similar results> too. Who do you know who would enjoy <your products>? I would appreciate the referrals.”
Whether you’ve asked for customer or business referrals, you can use the following script to clearly suggest how you would like to receive the referral:
“Pat, the best way for me to share the information with your friends is to contact them directly. Please reach out and tell them your friend ‘your name’ will text/call. Then send me their contact information. I’ll give them the same great customer service I give you. Thanks so much.”
Taking control of the referral means you have the contact information, and therefore control the follow-up. So many times people say, “I know just the right person, and I’ll give them your information” – but they seldom do. When you hear that, you might respond with:
“I appreciate the idea, Pat, yet here’s what I’ve found. Most people are not comfortable calling people they don’t know – even when they trust their friend’s referral – and want the information. The best thing to do is tell your friend you’ll have <your name> text/call. Then send me their contact information. I’ll give them the same great customer service I give you. Thank you so much.”
By using this language, the odds are far greater that you’ll get the contact information for a new referral.
Now, will everyone give you a referral? Of course not. And yet, more will when you ask consistently and professionally. And that’s the point!
This week I challenge you to reach out and ask for referrals. Practice using the language above, ‘take charge of the lead,’ and see what happens. I can see the new referrals coming your way!