The Do’s And Don’ts Of Referrals

Here are some Do’s and Don’ts for building your referral-based business.

Let’s start with the Don’ts. 

DON’T make the referral process about you building your business. Make it client centered. Focus on the value you have delivered to the client and what they have recognized. 

DON’T limit your relationships to transactions. You become referable through the process you deliver to your clients. The more memorable the process, the more word of mouth you will create. 

DON’T ever miss an opportunity to give referrals. Be a connector of people. Demonstrate the value of the referral process and the best way to give referrals. When you take a little extra time and effort to make a good connection, others will do the same for you. 

DON’T be afraid of hurting your relationships with your clients. This fear is just that – a fear. It’s not real. If you use RCI’s 4-Step Method for Asking for Referrals™ you can ask every client for referrals. Some clients will give you referrals when you ask – on your terms. Some clients will give you referrals on their terms – days, weeks, and months after you ask. And some clients won’t ever give you referrals. But you’ll never hurt the relationship. 

DON’T keep waiting for referrals to come to you. Make referrals happen. Adopt a systematic approach to making referrals happen on a day-to-day basis. For a FREE e-mail refresher course on referrals, go to: http://www.referralcoach.com/mini.asp

 

The Do's

DO become a “difference maker.” Making a difference in your clients’ lives is a way that goes beyond what brought you together in the first place. Become a true resource to your clients. 

DO treat the entire referral process with importance. Don’t get nervous or be apologetic about asking for referrals. How you send it out to people will determine how it comes back to you. 

DO create your own personal sales force by forming 10 to 12 strong Centers of Influence: individuals who really know your business and can send you a steady supply of high-quality clients through referrals. 

DO qualify all the referrals you get. If they aren’t a good match for your business, don’t take them. Don’t get bogged down working with clients who don’t fit your vision. If you do, you’ll be resentful and they should be working with someone else who’s excited about their business. 

DO upgrade the quality of your referrals by learning as much as you can about your new prospect. Use your referral source to it's full advantage. 

DO create a compelling reason for why your new prospect should spend some time with you. Ask your referral source “What’s important in her life right now?” The answer to this question can often be your “entry point” into a compelling conversation with the prospect. 

DO let your referral source know that you have followed up on their referrals. Keep them in the loop. Say “thank you” with a small gift. 

DO get your new client to thank the referral source. Encourage your new client to thank the source…Or, have your new client bring a small “thank you” gift to the referral source – that you provide…Or, you and your new client can take the referral source out to lunch to say “thanks.” They’ll talk about your good work and you’ll get more referrals. 

DO commit to building a referral-based business. Become a “student of the game.” Learn as much as you can about how the referral process works and how you can make it work for you. After all, it’s how your great clients want to meet you!