There are 2 highly neglected referral questions that you need to have in your arsenal.
These questions happen AFTER you ask for the referral.
The first question should be used once someone has referred you.
As you’re thanking them for the referral, ask them WHY they referred you
Asking them “Why?” gives you a lesson into how your referral source perceives you.
Asking them “Why?” allows you to “Make a note to self” to a) Keep doing what you’re doing b) Make sure you’re doing it with other referral sources c) Probing those areas in future needs analysis to find a possible differentiator d) Start talking it up a bit more. Oh, and don’t forget to pass that feedback along to your team too!
And that brings us to question #2.
This question should be asked when someone doesn’t refer you.
Ask them WHY they wouldn’t refer you
You goal here ISN’T to take on the form of the Dad in American Pie and have an awkward moment, its to learn why you AREN’T referable.
Now in order to REALLY turn this into a learning experience, you need to do two things;
- Tell your ego to go wait in the car so you can be the humble student you need to be.
- Don’t punish the other person for being honest. If you’re going to get all kinds of defensive with gusts of dickish, you’ve just conditioned them NOT to be honest with you ever again.
Like you, I don’t want to hear bad feedback but, I’d rather hear about it now instead of when a client files for divorce.
Actually, clients don’t file for divorce . . .
They just pack their bags and leave in the middle of the night!
So whether you get a referral or you don’t;
Put on your “humble student cap” and ask “Why?”
And while you have that cap on, you should come join us for our referral webinar next Thursday, April 6th, at 11:30 am EST.
Here’s what we’re going to talk about . . .
- A communication plan to get MORE referrals from clients and people you’ve NEVER worked with!
- 5 scenarios that generate a considerable amount of referrals that you’re probably missing.
- One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
- How to create referral partners WITHOUT spending a dime!
- A 3 step conversation template that increases your referrals (testimonials too).
- How to dramatically increase the amount of repeat referrals you’ve been receiving.
- A simple exercise that will open your eyes to new opportunities!
By the end of the 90 minute webinar, you’ll have a communication plan, you can immediately implement to get more referrals!
What Will You Get?
The 90 minute webinar
Worksheets so you can follow along
Webinar replay (sent later that day)
A special bonus eBook after the webinar
Access to me via email for any questions etc
Investment: $99
Can’t make it on Thursday, April 6th at 11:30 am EST?
Sign up anyway and I’ll send you the webinar replay later that afternoon. View it anytime during the next 60 days.
