Get More Referrals Without Even Asking By Bill Cates, Csp,

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You can get referrals from clients and prospects without even asking.
All you need to do is plant some referral seeds, and watch them go to work
for you.

In my Unlimited Referrals® System I teach 10 different ways to plant
powerful referral seeds with prospects and clients. Here are 3 of them you
can use right away with both prospects and clients:

1. “Don’t keep me a secret.”
Mitch, a sales rep in Cleveland, never leaves a meeting with a client or
prospect without saying, “Remember, don’t keep me a secret.” I
encouraged Mitch to use that personal slogan as a P.S. on letters and
handwritten notes. He said after doing this for about three months, his
phone started to ring with referrals. This produces results and never comes
across as being pushy.

2. “I’m never too busy.”
Tell all your clients that you’re never too busy to see if you can help
their friends, colleagues, or family members. Notice I used the words “to
see” when planting the seed. We must always qualify the referrals we get
and teach our clients whom we serve the best.

3. “How I handle introductions.”
A great way to promote referrals with clients is to teach them how you handle
referrals – so they will feel comfortable referring people to you. You can
say something like, “George, there’s something I want to run by you. Many
of my clients like to introduce me, and the work I do, to others they care
about. I just wanted you to know that when that opportunity presents itself
to you, I handle introductions very carefully. I will treat anyone you send
my way like royalty. If they are interested in the work I do, we proceed. If
not, I back off. They will never feel any pressure from me. How does that
sound?”

To keep the referrals coming, it’s important to use soft ways to keep the
topic lively in your clients’ awareness. Planting referral seeds will do
that. And sometimes planting a seed can turn into a referral conversation
right on the spot. We get successful “seed planting” stories in our
office on a regular basis.

About the Author:
Bill Cates, President of Referral Coach International, is the author of Get
More Referrals Now! and the creator of The Unlimited Referrals® System.
Bill works with small business owners and salespeople – giving them the
tools and confidence to attract more high-quality clients through a steady
and predictable flow of referrals. To learn more about how you can acquire
more and better clients or customers through referrals, go to
http://www.getmorereferralsnow.com or call 800-488-5464 or 301-497-2200.



Article Originally Published On: http://www.articlesnatch.com


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