The Best Way EVER to Ask and Get Referrals! Pt. II

‘ NOTE: If you haven’t done so please read the previous two posts – ‘Referrals, Please Read This’ and The Best Way EVER Pt. I

Ok, so now you’ve made a sale AND the client is now in a peak state because he/she fully understands and loves all the benefits you have provided. You are now set up perfectly to ask for referrals. This is truly the best way EVER to ask and get referrals. (Do I have you in a peak state?)

Step 3

“Susan/John, I am about to ask something that I always ask my clients at this time;   

How can I approach the topic of you introducing me to the people you care about (or introducing me to people who will benefit from this) the most, without it jeopardizing our relationship and without it making you feel uncomfortable?”

NOTE: say the above word for word. Do not adlib.

Read the above over a few times. It is a nice, easy and a non-confrontational way to ask for referrals instead of the common way of asking; “Who do you know…”. It gets your client thinking how they  CAN give you referrals instead of how they can’t.

ok, for you pessimists out there, what is the worst possible answer Susan/John can give you?

‘Rick, I really don’t feel comfortable giving out names’.

You then simply answer,

Susan/John that is precisely why I asked you that question, because I don’t want to make you feel uncomfortable and I don’t want to jeopardize our relationship.

I guarantee that client will respect and trust you even more. I can also almost guarantee that at some point down the line they will give you referrals and lots of them.            

Now remember that was the worst possible answer right? With the above scenario do you feel rejected? Certainly not. As a matter of fact you feel more empowered. It’s certainly better than asking the old way ‘who do you know’ and then get rejected by the client when they say I don’t feel comfortable or I prefer not to. If that happens you really have no answer and you end up the appointment on a negative. Worst of all, you stop asking for referrals because you got rejected.

Other possible answers;

• I am not sure who to give you.
  • Simply ask about siblings, parents, peers, friends etc.
• Can I think about and let you know?
  • This is simply an objection that you should know full well how to answer. Ok, I’ll help. Simply respond with a follow up question such as, “What are you thinking about? Maybe I can help.”
• Well, simply ask me.
  • Yes many of my clients have told me they have gotten this answer in reply.

Step 4

Ask for the names. Do so with confidence. Remember you have just provided immense value. You have earned the right to ask for and get referrals

When you get the names, you are ready for the last step in my 5 Minute Referral Presentation.

See my next post ‘The Best Way Ever’ Pt. III

Tips from this article

• Set up the referral question, with the benefit question
• Practice, practice, practice the referral question word for word
• Use the referral question with confidence
• Write down the names