- Ask good questions. You provide value through the questions you ask.
- Always lead with value. If you look to provide value at every turn, you will build trust and become more referable from the very beginning of any new relationship.
- Always tell the truth. It's not always easy to question a prospect or client's assumptions. It's not always easy to deliver the bad news. Doing so, however, will build trust, loyalty, and referability.
- Always, always, always, discuss expectations in your relationships. Do this early and often. How can you meet your clients' expectations if you don't know what they are?
- Communicate your value proposition to prospects, clients, and centers of influence confidently, clearly, and succinctly. As Leo Pusateri would ask you, "Are you a black belt in how you articulate your value?"
- Build business friendships with your clients. Create a relationship that goes beyond the core business you do together. People do business with and give referrals to people they like.
- Create and USE a client-service promise that guides you as to when and how you stay in touch with your clients. They will appreciate you having this model and sticking to it.
- Promote referrals. There are many ways to do this. Here's one, say to your clients, "I'm never too busy to see if I can be a resource for your friends, family, and colleagues."
Saturday, March 12, 2011
JAFP | 8:40 PM | Referral Tips |
Here's a checklist of strategies you can use to make sure you are doing everything possible to get more referrals - with or without asking.
Use this checklist to make sure you are doing everything you can to get referrals without asking.