More Referrals, More Consistently
One of the best and most leveraged ways to generate leads is through referrals. Everyone knows that. After all, people are much more likely to do business with someone who has been recommended to them by a trusted source. But most business coaches struggle to get referrals on an ongoing basis. So how do you get more referrals, more consistently?
Over the years, I developed a super-simple process for getting loads of warm leads from people who know me, without a stitch of begging or pleading on my part–even if you don’t have any clients yet. Ready? Here it is:
Start by identifying everyone you know: this includes close friends, close and distant family members, co-workers, friends, church members, and people you deal with for personal business–such as bankers, attorneys, other professionals, the owners of your favorite restaurant, and so forth.
Once you’ve made your comprehensive list of contacts, choose the ones who know, like, and trust you enough to answer YES to the following question: “I’m expanding my business and I need your help. Could you meet me for breakfast or lunch on Wednesday to discuss how you can help?”
When you sit down with them, ask them to think of people they know who fit your ideal prospect profile. Emphasize that this is a brainstorming session–not simply a request for referrals. As they list names, write them down. Don’t be surprised if there are 15-20 names on the list. Then ask them to list their “top ten.”
Starting with the last name on the list, ask, “What’s wrong with John? Why is he a #10 instead of a #1?” Whatever they say, you reply, “That’s okay. We’ll get rid of him.” Do the same thing with #9…and so on…until they say, “STOP! The rest are good!”
Why do you ask this way? Because suddenly they become an advocate of those names! And they’re willing to introduce you to them. Arrange a time to be introduced to the new referrals. Then let your sales skills take over.
Suddenly they become an advocate of those names! And they’re willing to introduce you to them.
Finally, be sure to thank anyone who sends business your way. At the very least, send a handwritten thank you note. If appropriate, include a gift. Frequent referrers might deserve something even more personal, such as an appreciation dinner on you.
People love to feel appreciated. By thanking contacts who refer, you’re teaching them that their kindness doesn’t go unnoticed.
The result will be more referrals, more consistently.
Looking for more great business-building tips like these? Check out our FREE ebook, Secrets of a Business Coaching Rock Star!