There are times when being assumptive in the sales and referral process can help you help your clients. there are also times when this approach impede your efforts or hurt your efforts to build trust.
For instance, you know that in the VIPS Method™ to Asking for Referrals, I strongly advise you not to assume that the client is ready, willing, and able to give you referrals just because you ask. The "P" in the VIPS Method™ acronym = Gain Permission to Brainstorm. You need to soften your request so you get buy-in from your client. Being assumptive in this situation can hurt your efforts by making your client feel anxious and even defensive.
On the other hand, once you’ve received one or more referrals, you can be assumptive for the introduction. For example, you might say:
- “I suspect George would prefer to hear from you before he hears from me.”
- “Let’s talk about how you would introduce me to George.”
- “Let’s come up with an introduction that feels comfortable to both you and George that’s also effective.”
- “What do you think you need to say to George to pique his interest in hearing from me?”
Being assumptive about the value you’ve provided or the satisfaction level of your prospect or client can hurt your efforts to generate quality referrals.
Checking in for value recognized with your prospects and clients will help you get referrals without even asking – which means that when you do ask, you’re in a better position to get them.
When you assume that your prospect or client recognizes your value, you miss:
- The opportunity to see if anything isn’t quite right in the relationship, ferreting out a problem (which might be minor, but capable of growing). You might or might not be able to deal with these situations. However, allowing your client to “vent” always helps the trust level in a relationship.
- The chance to help a prospect or client get more in touch with the value of the meeting, the process, and/or the overall relationship. When people speak out about the value that they have recognized, they get more in touch with it. It becomes stronger and clearer for them. This makes them more likely to give referrals and introduce you to others.