ways to ask for referrals
1) The client who needed help
This one has been around for decades. (There are no “new”
ideas.) Someone had a problem and came to you. It might be a home
repair. Maybe they wanted to sell their house. You did a spectacular
job for them. The problem went away. They are more than satisfied.
2) The person who wanted to learn
There was a change in the tax laws. A client wondered if it
applied to them. You are a CPA, so they called and asked. You
explained it simply and thoroughly. They were happy. Logically, they
know other people in the same boat.
3) The dissatisfied friend
You do a great job helping your client
manage their investments. After presenting their quarterly review, they
realize you provide great service. Your primary investment strategy is
professional money management.
4) The social
introduction
You want to meet someone influential. Through LinkedIn you
have learned one of your first-level contacts knows them. Business might
come long-term, but right now you want a social introduction. You
call your first-level contact.
5) The more specific, the better
“Who do you know…” can sound very vague. People’s minds
usually go blank. Detailed requests often focus their attention.
6) Problem – solution – action
Clients may be willing to make an introduction, but may not know
how. You might need to coach them.
Offering to meet together over dinner helps.
7) Exclusivity
Your client might assume you have all the clients you can
handle. After all, you are always busy! Exclusivity sells. I
learned this from the founder of a financial planning firm.
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