The Referral Authority Online Store!! How to Help People Refer You Author: Matt Anderson (Because most of your clients don’t know how to do it!) I was talking to someone this week about him referring me to the corporate training department of his company. Experience has taught me time and again not to leave it to chance. It is often unwise to just ‘hope’ that your referral source will do a masterful job of knowing what to say. Why should they? Their minds are focused on their own life. So I asked him what he planned to say to this person. It wasn’t very compelling. I was surprised that even though this company is using one of my most effective referral strategies in its national training program, if it had been me receiving the call, I would not have been interested in meeting me if I had heard the way this contact of mine had worded it! So I fairly hastily jumped in and suggested he add that I specialize in one thing: working with advisors in his industry on how to get more referrals. And I made sure he got permission for me to call him. Otherwise I was going to be waiting for this prospect to call me: no thanks! |
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