The Hero Factor: Use It For Referrals

One reason people like to give referrals is to help their friends, colleagues, and family members. Referring them to you can make them look good. I call this the Hero Factor.

When you help your clients look good to others, they become a hero, and so do you. Are you taking advantage of this powerful referral motivator?

Here are five things you can do to put the Hero Factor to work for you:

1. Get your new happy client to call the referral source. 'Bob, I'm glad you're happy with the work we've done for you. Why don't you give Mary a call and thank her for bringing us together?'
2. Get your new happy client to say 'Thanks' when they see the referral source. 'Bob, when's the next time you'll be seeing Mary? ['Saturday.'] Great. Why don't you thank her for bringing us together?'
3. Get your new happy client to send a thank-you note from the both of you. 'Bob, I was going to send Mary a note of thanks for bringing us together. Let's do this. I'll write a note on the top half. You can write a note on the bottom half.'
4. Get your new happy client to deliver a thank-you gift from the both of you. 'Bob, when's the next time you'll be seeing Mary? ['Saturday.'] Great. I have a box of little thank-you gifts I like to send folks who give me referrals. Why don't you pick out something she might like and you can hand-deliver it for the both of us?'
5. Take your new client and the referral source out to lunch to celebrate the referrals. 'Bob, I have a great idea. Why don't I take both you and Mary out to lunch to thank her for the referral and thank you for your business?'

Ego can play a big part in the referral process. You will become a master referral prospector when you can identify when ego is present, and tap into it for everyone's benefit.