As we move through the Summer season, I want to focus on an important and underutilized skill that deserves extra attention: The Art of Asking for Referrals.
In my experience, I’ve learned that “you GET because you ASK.” There are many referral opportunities that present themselves all the time, and it’s important to be prepared. I recommend you consistently ask for both product and business referrals.
Over the next four articles, I hope to increase your mastery of asking for referrals. First, let’s tackle the fear that stops many people from asking for referrals – the fear of rejection. When we talk about referrals, come to terms with the idea not everyone is going to give you a referral, even if you ask. However, this I know for sure! You will get more referrals if you ask – than if you don’t ask. Asking is a choice!
Whether you’re building your business full-time or investing part-time hours, it’s imperative your activities create the highest return for your efforts – in other words, the efforts that increase your sales and sponsoring. That means, one of your key objectives is to consistently find new prospects. And asking for referrals is one of the most effective ways to create a never-ending supply of prospects.
By utilizing four simple strategies for developing referrals – and teaching them to your team – you will never run out of people to talk to. Here are four proven steps we’ll review this month:
- Learn your stories
- Work a never-ending list
- Ask for referrals
- Follow-up!
Step 1: Learn your stories
A fundamental skill to master is the ability to deliver, in a brief, professional, and passionate way, your personal stories.
Work with your sponsor or upline mentor and craft the following stories:
- Product Story: Your personal product results.
- Business Story: Your motivation for building your business. How your business is or will affect your life, your family’s life, and your lifestyle?
- Company Story: The unique and compelling points of differentiation about your company – and why people should take a look NOW!
While your cornerstone stories will be yours, you may have others from clients or business partners that are worth sharing as well (with permission, of course!).
And your stories can all be shared in a variety of effective ways:
- Verbally: in person or virtually
- Connect call
- Social media post, reel, and story
- Voice message
- Text/email/pm
When I was in the field, it was a priority to be able to briefly and passionately share my stories. I had them memorized and told them the same way, every time I had the opportunity. I did my best to keep them brief, compelling and authentic.
Let’s think about this. What is the purpose for telling our stories? To create interest! To compel people to act!
When our stories are tight and brief, we aren’t searching for words, we don’t sound forced, and we don’t come across like we’re trying to persuade or convince.
When our stories are brief and our words are on purpose, we come across as authentic – and our sincere passion shines through.
So, your exercise for this week is to work with your Sponsor or upline mentor and craft your stories. Then, when the opportunity presents itself, you can share authentically and with confidence.
Next time, we’ll look at how to focus your efforts by creating and working a never-ending list.