Many times when we are not getting the number of referrals we want, the first thing we do is point the finger at someone else and ask “Why aren’t you giving me more referrals?”
There are a number of reasons why you are asking the WRONG PERSON, because when you are not getting the referrals you want, it is almost ALWAYS your own FAULT!
One reason that you may not be getting as many referrals as you want is that people are unsure how to refer you. Recently, I was meeting with Jason Kupperman, the Director of Operations for Dolman Law Group. When I asked him what I could do to help him grow the practice, he responded with he was looking for introductions to mechanics and auto body shops. I immediately thought of a few people that I know in that line of work; the problem was I knew who he wanted to meet and not how to create the introduction.
Jason then shared that when I was speaking to these professionals, I should ask him a series of questions to see whether or not that company would be a good referral for him.
“Do you replace windshields/auto glass through insurance?”
If I got a yes, then I was to ask:
“Do you ever have a hard time getting paid in full & on time?”
If I got a yes, then I was to set an appointment for Jason to come in and talk to the owner of the shop.
This process made it VERY for me to create the referral. By telling me exactly who he was looking for, offering me a series of easy questions to qualify the prospect (funneling conversation), and sharing exactly the shade of a referral that he was looking for, I was easily able to go out and work on his behalf to create results for him!
The question is, are you easily referable?
Be sure to have the answer to these questions AND share them with your referral sources.
- WHO you are looking for as a client
- WHAT do you want your referral source to say to the prospect on your behalf
- HOW to create the appropriate shade of referral for you
What more referrals? Make it easier for us to refer to you!!!