Saturday, March 12, 2011

Getting Confident with Referrals

Approaching clients for referrals is not rocket science. It's merely a matter of confidence. In the absence of confidence is doubt, uncertainty and fear. Asking clients to give you referrals is mostly a matter of your confidence.
So, how do you gain confidence?
  1. Know your "script." The more certain and practiced you are with your approach to get clients to talk about introductions, the more confident you will be. The more confident you appear, the better response you will receive from your clients. Be comfortable with your words and practice them until it feels natural.
  2. Know where you want to take the conversation. A classic mistake most financial professionals make when asking for referrals is that they make it a totally one-sided conversation. "Who do you know who I can help?" The client usually draws a blank and the conversation fizzles. It's better when you have a place you'd like the conversation to go. Make it a collaborative conversation. "Can we brainstorm for a couple of minutes about who you think should know about the important work that I do? In fact, I have a couple of ideas I'd like to run by you, just to see what you think."

2 comments:

ASHA on May 4, 2011 at 11:46 PM said...

Hi, Some one from facebook refereed your link i have book marked it nice blogs you write see Free Microsoft advertising here

Web Designers Pitampura on March 22, 2016 at 1:56 AM said...

That is an extremely smart written article. I will be sure to bookmark it and return to learn extra of your useful information. Thank you for the post. I will certainly return.

 

Friends

Music


MusicPlaylist

Web Traffic Generation Tips Copyright © 2009 Not Magazine 4 Column is Designed by Ipietoon Sponsored by Dezigntuts