One of the Best Ways to Jump Start Getting More Referrals

One of the actions I recommend to all the people I coach when we start working together is to put together a Like List.

Why is this so important? Robert Cialdini’s Rule of Liking says that when people like you, they want to say yes to you.

So leverage the best people (arguably the low hanging fruit) and make it easy for them. This means you must be crystal clear about what you are asking for – so clear that the person you’re asking doesn’t have to think about who you want to meet.

1. Take 20 minutes and write a list of all the people who like you the most.

It will likely be very similar to a list of people you like the most!

2. Write down what you would like to ask that person for.

Your first tendency may well be to think about doing business with that person. That’s a perfectly good option (see point 4). I would also urge you to think bigger and more creatively than this.

a) Perhaps your contact works for a company you could help
b) Maybe he or she is on a team or in a department that would be a better request
c) Could you ask to interview that person because he or she belongs to a target market that would be a great niche for your business?
d) Could you ask for an introduction to one of their centers of influence (COI)?
e) What about a possible speaking opportunity?
f) Or maybe this person networks in a powerhouse organization that you would love to be invited to as his or her guest

Don’t just think about immediate business – many of these ideas could bring you far more revenue in the long term.

Remember: people are more defensive when they think you are targeting them. Often you are more likely to get business with that person by telling stories about the work you have done and how you have helped people like them. It is innate for people to personalize what they are hearing, so as you describe clients who are happy because you helped them with x, your audience is going to be thinking about themselves (provided they see themselves as being in a similar situation – it wouldn’t work to tell a new business owner how you help affluent physicians. They will think you’re talking about a different species).

A client of mine last year from Texas called a couple of his friends from his Like List who were veterinarians. His ask was for their advice on how to target market that profession. He spent quite a bit of time explaining to them how he helped vets with their finances and protecting their businesses, so that by the end of the conversation, both of them blurted out: “Gosh David, it sounds like I really should meet with you too!”

3. Use the Ask the Expert option.
When you are talking to your contact, ask: “What would be the best way to find out if this is something that might be really valuable to the other (ex) partners in your firm/industry?”

If you’re not currently using this question, you’re missing out. It works extremely well in this market, with people who like you so long as you ask in a sincere, curious way.

4. Make it an ultimate goal to have that contact be a client.
The reason it is usually better if that person is a client is they know your work even better and that makes it easier for them to endorse you. A referral is usually more compelling when you can say you are a client too.

My insurance agent finds it very easy to send business to his Realtor COI when he tells his customers: “If you don’t have a Realtor that you trust, you should talk to Jeff (shows them Jeff’s card). He helped me and my wife find a home a couple of years ago. My wife, Beth, is pretty cynical and asks a lot of tough questions and she thought he was great – so you don’t even need to take my word for it! Would you like me to have him give you a call?”

These four steps are a great way to ask in comfortable situations and bring in more business. All you have to do is THINK about who and what and then ask them!

Who else would be happy you shared this idea with them? Please forward this on and spread the wealth!