Asking someone for something can be uncomfortable, whether that be asking for help, for advice, or for an introduction to a potential new client.
That lack of comfort is all in your head! The more you do it, the better you’ll get at it and you’ll see your client base grow.
Now, remember three things:
1) Not all referrals are equal. Start with the clients with whom you’ve enjoyed working
2) Be clear - know who your ideal client is. This way you are attracting the exact type of clients you want for your business.
3) Referrals take time and it's OK to tweak your approach. See which one works best for you and your business.
With those in mind, I’ve compiled a list of some of my favorite scripts to give you a head start on how to ask those awkward questions.
Do you ever have the opportunity to meet other people in your line of business that you could introduce me to?
We’re thinking of starting an incentive program for clients who introduce us to others. Would you be interested in that? Who immediately comes to mind?
Do you have any contacts or colleagues we should speak to about our products/services?
I really enjoyed working with you and I was just thinking how great my day to day would be if I had a couple of more clients just like you. Who can you think of that might be able to similarly benefit from our services as you have?
Thank you for your kind words. We are looking to expand… I wonder if you’re aware of others who we could approach?
It’s always great to hear happy, positive feedback. I’ve been meaning to ask - are you open to introducing me to a couple of people in your network that might also appreciate my services?
Any tweaks or additions you want to add? Let's share the [referral] wealth! Leave them in the comments below.
About the Author
Emily Gorrie is a sales and business strategist with a background in corporate sales. She works with businesses who are looking for strategic direction to scale their business. If you’re interested in learning more or working with Emily, check out her website EmVP Consulting.