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Referrals, who needs them!

Referrals! Who needs them! With more than enough business to cope with and increasing orders from existing clients, it is perfectly fine not picking up the extra clients hard work has already entitled us to. That cannot be us, surely. More often than not we act as if that is the case.

 Asking for referrals is unprofessional, uncomfortable, and often unproductive. If we think like that, we are right. However, asking for referrals in a non-pushy way with a comfortable style can often elicit referrals. We can even get referrals from organisations we never do business with.

Referrals are not guaranteed business. True, yet asking specifically for “on-profile” contacts, the chances are much higher than with any other kind of prospect. They are gold dust.

When contacts are asked for referrals they always deny they know anybody we can help. That may well be because we have not asked the right way and they may be concerned to put their own standing at risk with the third party. After all, why do you refer? Probably because you feel you can help your friend. And be sure, the contact knows plenty of the right friends and contacts.

But there are limited occasions we can ask for referrals. What about when we have signed up a new client, just done a superb job for an existing client, at regular reviews, when we are talking with prospects, even on failed prospecting attempts?

I am only interested in giving my clients the best service; I do not want to muddy that relationship. If we have confidence in our own products and services, we should show that in our confidence in asking. Why insist our clients keep the good news to themselves?

I hate giving referrals. We have been asked so badly by too many unprofessional people. The real professionals always ask. In other words, what is un-professional is not asking.

If you would like guidance and practice in asking for what is rightfully yours, contact paul.glynn@sandler.com

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