Referrals: Go From A 'Me' To A 'We' Process

For many years, the referral process has been taught as a 'me' process. You might have learned strategies such as:

• 'I'm trying to build my business and I need your help.'
• 'Let me tell you how I get paid.'

Nothing is inherently wrong with these strategies, but there's a better way. You'll have more success asking for referrals, and probably feel more comfortable in the process, when you make it a 'we' process. Rather than being self-centered in your referral approach, become client-centered. I'd recommend using approaches such ase:

• 'Let's see who else we can help.'
• 'I'm certain there are people you care about who might also value this type of work.'
• 'There are many people getting no advice, bad advice, or incomplete advice. And because of that, they're setting up themselves and their families for disaster. This doesn't need to happen. Let's explore who you care about, to make sure they're being taken care of properly.'