Do you ask a new prospect for a referral on the first appointment? Do you wait until the second appointment? Do you wait a year into the relationship? The answer is, “It depends.” There are at least two things to consider when determining when to ask. First, value must be given and value must be recognized. Second, you must consider the personality of the referral-giving candidate.
Value Given and Value Recognized
Sometimes it’s easy to know this has occurred, because your prospects or clients will tell you. They’ll say things like “this has been a very helpful meeting” or “I’m glad I finally started working on this.” Sometimes you have to ask with simple questions like, “Has this meeting been helpful?” “Have you found this planning process helpful?” Can you provide value on the first appointment with a prospect? Absolutely! In fact, I hope you are. One could make the case that if value hasn’t been recognized, then it hasn’t been delivered. Your prospects’ and clients’ perspective is their reality. Whatever your prospect’s or client’s perspective is, it’s the truth to them and you need to honor it and use it as your starting point..
Open Versus Self-Contained
This is one measure of personality we need to consider when asking for referrals. Open people are much more willing to let you into their lives through the referral process than self-contained people. Therefore, you can (and should) ask open people sooner into the relationship. Contained people can be great source of referrals , they just need a little more time to trust you. Plus, they like to be in more control of the process than the open types. Ask value-measuring questions. If value has been delivered and recognized, and you feel the referral candidate likes you and trusts you – it’s time to ask for referrals.
Source: Bill Cates
2 comments
I have found that introducing the client to the concept of referrals early in the relationship and reinforcing it as the rapport develops is very effective. So, from the outset my client knows that my business is based on referral generated work. I introduce the subject at each meeting until my value has been established. By this time we have discussed referrals and testimonials several times but I haven’t asked for one. Often I get referrals without asking. When the time is right I ask but it comes as no surprise to my client because we have discussed the process. Using this method I have received up to 26 referrals from one client.
I like this post as “one size certainly does not fit all”.
My experience is that it is often easiest to add value at the start of the relationship, and usually on the very first meeting.
As time goes on it can become harder to keep adding value, and the bar usually does keep getting higher. So from that angle it is often good to ask for the referral (or the account or whatever) earlier when the value added is fresher and more exciting in the memory of the recipient.
But like everything, there are always exceptions to that as well.
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