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subject: Get More Referrals without Even Asking by Bill Cates, CSP, [print this page]

Get More Referrals without Even Asking by Bill Cates, CSP,

You can get referrals from clients and prospects without even asking.

All you need to do is plant some referral seeds, and watch them go to work

for you.

In my Unlimited Referrals System I teach 10 different ways to plant

powerful referral seeds with prospects and clients. Here are 3 of them you

can use right away with both prospects and clients:

1. Dont keep me a secret.

Mitch, a sales rep in Cleveland, never leaves a meeting with a client or

prospect without saying, Remember, dont keep me a secret. I

encouraged Mitch to use that personal slogan as a P.S. on letters and

handwritten notes. He said after doing this for about three months, his

phone started to ring with referrals. This produces results and never comes

across as being pushy.

2. Im never too busy.

Tell all your clients that youre never too busy to see if you can help

their friends, colleagues, or family members. Notice I used the words to

see when planting the seed. We must always qualify the referrals we get

and teach our clients whom we serve the best.

3. How I handle introductions.

A great way to promote referrals with clients is to teach them how you handle

referrals so they will feel comfortable referring people to you. You can

say something like, George, theres something I want to run by you. Many

of my clients like to introduce me, and the work I do, to others they care

about. I just wanted you to know that when that opportunity presents itself

to you, I handle introductions very carefully. I will treat anyone you send

my way like royalty. If they are interested in the work I do, we proceed. If

not, I back off. They will never feel any pressure from me. How does that

sound?

To keep the referrals coming, its important to use soft ways to keep the

topic lively in your clients awareness. Planting referral seeds will do

that. And sometimes planting a seed can turn into a referral conversation

right on the spot. We get successful seed planting stories in our

office on a regular basis.

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