If you are one of those people who are always on the lookout for more leads and referrals, then you need to be willing to ask for more leads and referrals. While this may sound like a pretty daunting task to some of you, it is quite simple. I am sure if you go through your contacts, you have a pretty extensive network of people. This includes your family, friends, work colleagues, and finally, to your business contacts and social media acquaintances. The majority of those people would do pretty much anything to show you how much they support you, which means that they would be more than happy to help you by making a referral source call.
Luckily, turning your existing business contacts and social media acquaintances into new referral sources is easy– all you need to do is ask for the referral. However, you need to know how and what to ask, as well as who to ask. When it comes to making a referral, you are putting your reputation, as well as your brand on the line. With this in mind, if you want other people to help you by making a referral, you need to be referral-worthy. The main reason why you need to be referral-worthy is that when someone decides to make a referral for either you or your business (or both), they are putting both their reputation and their brand on the line as well. Now that you know what you need to do to increase your chances of turning one of your business contacts into a referral source, here are the top three ways you can capitalize on a referral source call!
Find a Way To Help
When it comes to getting more referral source calls, this is one of the most useful, as well as one of the most important things that you could ever do. Studies show that when someone helps us in any way, we have an urge to respond kindly. That being said, you should try and help your business contacts with something that they need help with. For example, you can send them an article that their business could benefit from. By doing this, you will show them that you are willing to help, and they will most likely have an urge to return the favor by helping you with something.
Do Not Disappear
As far as your business goes, keeping in touch with your clients is one of the best things that you can do these days. Some of you may find this to be pretty challenging to pull off, especially if you live a busy life. However, that doesn’t mean that you shouldn’t at least try to find a way to do it. The last thing that you want to do is completely disappear from your client’s life! So, don’t be afraid to contact your clients now and then, even if it is to ask them how they are doing. It is safe to say that they will appreciate it.
Explain How You Help Your Clients
It is very easy to get lost here. This is why we decided to put this last on the list. You should always start by being interested in your client’s business first. Use this opportunity to learn about your client and their company, as well as to talk about what you can do to help them with their business goals. Be more interested in them then interesting to them. Also, use your favorite social media platform to remind people of how you can be of service and how you have helped others as well.
The Quick Help Pitch
Can you explain what you do, who you help, what your prospective client’s pain is and have a call to action in 30 seconds? If not, you should work on it. It should contain those three elements in your “quick help pitch.” Example: “Hi, my name is Joe Smith, and I help business partners who are breaking up save their businesses and exit cleanly and profitably from their business relationship together.” With this statement, they know who you are, what your prospective client is facing, and how you help them – by exiting cleanly and profitably from their business relationship together.
By finding ways to help, not disappearing, explaining to your clients how you can support them, and creating your quick help pitch, you will be referred business in no time by your network. If you have any questions on how to build your network or how to create your quick help pitch, call us or email us and we will show you the Law Coaching Method!