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."


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