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HOW TO

30 Client Referrals or More -- How to Get Them
By: Jase Dow
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    2005-04-11

    Table of Contents:
  • 30 Client Referrals or More -- How to Get Them
  • What I'm referring...
  • Give clients a reason...

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    30 Client Referrals or More -- How to Get Them - What I'm referring...


    (Page 2 of 3 )

    What I'm referring to is nothing more than your conscious mind gets into the act, and you wrongly start envisioning that worst-case scenario coming to life. You see yourself offending someone, being presumptuous, asking the wrong way, feeling embarrassed, and finally ruining a prized relationship.

    Four ways to break through

    1.Be more in tune to your client's communication style. The Damage Verge is different for every client and customer, depending on that person's communication style. Still other clients get instantly turned off, regardless of what you try to discuss with them. Understanding your clients' varying styles of communication and receptiveness to your goal of building more business will go a long way in cultivating referrals.

    2.Know how to 'ask' for referrals. Nothing evokes more fear in professionals than the thought of sitting down with a client and “asking them" for referrals. So don’t! That's right—don't ask for referrals. Focus on earning personal introductions from clients. The key is that you must test and confirm with every client that they are finding value in you and your work. Use a monthly meeting, lunch, or quarterly review to touch base. I ask one simple, very powerful question: “Mrs. Client, tell me: How am I doing in my relationship with you?” The answer allows the referral door to swing wide open—or temporarily close tight. Either way, you've got a much better read on the relationship.

    3.Practice with your C-level clients, and then move up. Practice on relationships where the stakes aren’t so high. Take some of the pressure off yourself by building self-confidence and enthusiasm—and seeing results—with B-level and C-level clients. It's highly unlikely that you would ever offend someone who has confirmed your value. But, if you do upset someone, let it be a C-level client that wouldn't be irreplaceable if they should take their business elsewhere.

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