Why Doesn’t Asking for Referrals Work?
It’s not because Bob is not a happy client. He is. It’s not because he doesn’t know people. He does. If asked, he would be among the 80% or so who are willing to provide referrals. So why is he uncomfortable? And why are you among the 99% of advisors who hate asking for referrals? Answer: Bob wants to help but doesn’t know anybody right now who needs your service. And he does not want to turn a salesperson loose on friends or associates who do not need your service. Let’s put the shoe on the other foot—your foot. You are sitting in your doctor’s office. DOCTOR: Do you know anyone with a similar disease that could use my service?” YOU: (Stunned silence) Or try this shoe on for size: DOCTOR: I’m putting together a patient advisory board to help us improve our practice. Would you like to join? Every two months I buy dinner. YOU: (Hmmmm. He needs help on running his practice? The business part? Or the medicine part. I need this?) You know, Doctor Grynd, I spend all my spare time with my wi
Related Questions
- In this economy, many people are choosing to donate time rather than money. Doesn’t asking for an activation donation create a barrier for people who want to help out?
- Why asking for referrals hurts sales Is there ever a good time to ask for a referral?
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