In my work with healthcare and service-industry professionals, I’m often asked for my advice on the concept of “asking for referrals” to build your business. My answer? Sometimes I like it and sometimes… I don’t.
As a customer myself, I’ve been asked for referrals and it felt natural, sincere, and I was inclined to try to spread the word on behalf of the person or business. I’ve also been asked for referrals where it felt awkward, rehearsed, overbearing, presumptive, and pushy and left me decidedly disinclined to do it. So what makes the difference?
First, let’s establish that you must decide what feels right for you. Some people LOVE asking for referrals in their business. And because it is so in line with their natural personality and comfortable for them, they come across to their customers as excited and authentic and… it works!
However, what feels comfortable to one person may not to another. Be open and discerning. Trust yourself… and ask your clients in an authentic and conversational way for what you want. People pick up on sincerity and genuineness and can sense if you are comfortable in your own skin. They know when someone is reading to them from a script and intuitively sense when someone is authentically excited and enthusiastic. When it is real, coming from your core and the heart of who you are, it draws like a magnet.
When you impact someone’s life in a profound way… they think about it, remember it, and talk about it to others. When the quality of the product or the level of your service is provided in such a way as to truly stand above others in your field, the world takes note.
That being said, your clients and customers cannot read your mind. If you want to grow your business or expand your services in a particular direction, talk about it! Let people know, in a deliberate way as part of the natural conversation with your own authentic exuberance, what you’re up to, what you’re excited about, and what kind of business you want more of. If you’ve connected with them first about their life and business, their needs and at least met (if not exceeded) their expectations… they’ll not only give this communication a warm reception but you’ll be amazed at the connections, ideas, personal introductions, and “happy coincidences” that will begin flowing your way… often immediately!
Remember to give if you expect to receive. Engage your client in how you can support the direction and growth of their business, too. Be helpful in making connections with your network and suggesting ideas that may help their efforts.
In the end, just be you. The “you” that is on fire about what you’re doing in your life and in your business. Appreciate it, talk about, laugh about it, live every precious minute of it… and that spark will ignite the fire of your increased business.
Bring it on!
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After recently writing in Monday Morning Stretch about Lioness Learning’s new direction,
we received many emails asking what that new direction will be. Here’s the scoop:
After 25 years of successful practice management and personal development coaching, Lioness Learning is taking all that we’ve learned about creating interesting, influential, and effective coaching programs and using that know-how and solid track record to help other professionals speak, train, and lead with more influence, ease, and results… with their personal fun meter on max!
Our new offerings will include programs for
trainers, speakers, and industry executives
who want to have impact and influence.
(Click here to view our new menu of programs.)
Thank you for helping spread the word to your colleagues, friends, employer, or relatives that Lioness Learning is THE place to call if you or anyone who works for or with you wants to train, teach, speak or lead in a bigger and more influential way!
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“In sales, a referral is the key to the door of resistance.”
~ Bo Bennett, Entrepreneur
Monday Morning Stretch 