A common referral challenge I hear in my seminars and coaching programs is the issue of “forgetting about asking for referrals.” It seems that most people know this the best way to build a business, yet they forget to work the process. This article will address several basic questions you can ask yourself to make sure you keep asking for referrals top of mind.
1. Is it fear?
Because you know how powerful referrals can be, not having them at the top of your awareness is usually a sign of some fear. How convenient is it that you “forget” to implement a referral system when asking is something that’s a bit uncomfortable for you. Make sense?
When we feel uncomfortable about doing a certain thing, our ego protects us - usually unconsciously. It keeps us from feeling uncomfortable. Thus, we “forget” or “run out of time” when the real reason is that we fear feeling uncomfortable. Make the decision not to let your fear run your career!
2. Are you committed?
Knowing the value of referrals and being committed to the referral process are two different things. The single most significant step you can take to master referrals is to commit to mastering referrals. Be honest with yourself. Have you made the personal commitment to master referrals? Have you decided to become a “student of the game?” If not, you run the risk of dabbling in referrals and missing many opportunities.
I want to emphasize this concept of “becoming a student of the game.” Become a student of referrals. Keep reading these articles. Check out our Referral Success Kit and Boot Camp. Check out other “referral experts.” Then teach what you know to others. As you learn about getting referrals and pass this information on to others (your colleagues), the ideas get cemented into your awareness and habit base. As you teach what you know to them, they’ll share their best practices with you.
3. Are you using an agenda?
If you’ve attended any of my seminars or training sessions, you know I’m a huge believer in agendas for most meetings. An agenda will help the meeting run on time, giving you more time to hold a referral conversation. One of the last items on your agenda should be “value discussion.” This is your reminder to ask about the value your prospect or client sees in your work. From here, you can then plant referral seeds and ask for referrals.
4. Are you using a prop?
Go to a bookstore, stationery story, office supply store, gift shop, or referral store (http://referralcoach.com/tools.asp) and get yourself a journal-like book to carry with you on every appointment. Even if you never open this book, it will be worth the $20 (or so) investment. If you bring it to every appointment, you’ll never forget about referrals. It will stare you in the face - reminding you to ask. You might wimp out or you might decide that it’s not the right time, but you’ll never forget to ask again.
Then, when you open this special book to collect referrals, you’ll be treating the entire process with the importance it deserves.
5. Are you being held accountable?
Probably the best way to keep referrals in your awareness – and, thus, your actions - is to set specific behavior goals and allow yourself to be held accountable. Find a friend or colleague who also wants to get more referrals. Set specific activity goals on a weekly or bi-weekly basis. Hold each other accountable for reaching these goals. Form a “goal buddy” with whom you can build your business together.
TEACHING POINT
Look for your fear around referrals. The more aware you are of where you wimp out, the more options you’ll have for powerful action. Become aware of your level of commitment to referrals, and turn it up a notch. If you are truly committed to building a referral-based business, you’ll become a student of the game and the tactics will fall into place naturally.
ACTION STEP
Go out today and get yourself an Introductions Journal. Collecting names in your book will validate the process for both you and your clients. That’s powerful stuff!