subject: Get Referrals By Using The Right Script [print this page] Adding this one little phrase to your script will help you get referrals and increase clients.
So that I can better serve you, I need to ask for your help. Why does that make sense in any business? If youre spending a lot of time marketing your business, it takes away from time you could be spending servicing your clients. Your billable time is decreased by how much time you have to spend in marketing.
If you ask people who know you, like you and trust you, are they likely to want to help you? Since know, like and trust are foundational to doing business with someone, shouldnt that describe all of your clients? So, heres what you say next: One of the keys to my being able to serve my clients exceptionally well is that I spend very little time, money or staff to market my services. This is because I work primarily on a referral basis.
That statement is very powerful if you have earned the right. If you ask for referrals and you have not earned the right, will you get referrals? Does it matter what you say? No. So, you must earn the right to get referrals and help them connect the dots in their brain that of course they should help you increase clients by connecting you with leads and recommendations.
Heres another issue to consider: do people even know that you want to increase clients? If youve ever been to my office, you know that Im meeting with a client and another ones on the way. Theres always somebody waiting. When you are coming out, someone is coming in. This was also true back when I was just doing financial planning. I had a financial planning client who after seven years of working together without ever sending me a referral, gave me over 100 quality referrals, when I finally asked the right questions. So, trying to learn from my experiences, I asked them, why didnt you refer me to all these people sooner? He said, Well, you never asked like you did this time, and I just thought you were too busy and didnt need any more clients.
Some of you may assume that people will refer people to you just because youre good. You may the best in the business, but dont overlook this step. Let your clients know frequently, We are expanding our business and we are looking for other businesses or individuals who might benefit from our products and services. (Be sure to be specific in stating what the unique benefit of your product or service is). It was a really important learning for me that day. I cant just assume that everyone should just know that Id like to increase clients and get more business. Thats pretty important to know, isnt it?
Because every time they came in they saw people leaving, and when they were leaving they saw people coming in, they assumed that I was too busy and didnt need or want to get more business. If you are successful with time management, and keep and tight schedule, this might be the impression that youre giving people. You cant just let people assume that you have more than enough business. Be sure people know that you would like to have more customers, clients, patients or guests. Using the script about expanding your business is a good way to do it.
Now, dont forget what I said earlier: you must earn the right. When you are going through this script with a customer or client (people that are currently doing business with you), you want to use language that allows you to easily demonstrate how youve earned the right to get referrals. To accomplish this, say, If after having proven that I have either met or even exceeded your expectations in the professionalism in which I do business, with your permission I would like to ask you for referrals. And then, soften it with this question: Would that be fair enough?
If youve done right by them, exceeded their expectations and in fact earned the right to ask for referrals, they will say yes every time.
