Here’s a strategy I learned from Joey Davenport, president of the Hoopis Performance Network.
Let’s say you’re meeting with a new prospect who has been referred to you. That’s great! But you want more than just one referral — you want a lot of referrals. Here’s how to make that happen.
Start the meeting by saying:
“First of all, Laura, I want to thank Harry for introducing us. It’s important because I work exclusively from personal introductions. I’ve found that this is the most comfortable method for both of us. Would you agree?”
Of course, your prospect will agree (because it’s the truth). Then you move on with the rest of your meeting.
What are some of the benefits of starting the meeting with this phrase?
First, the only thing my new prospect and I have in common at this point is the person who introduced the two of us. Because of a concept in psychology known as “consistency theory” the connection to someone we both know (who has already experienced our value) reduces any potential buyer-seller tension.
Second, this plants the seed for introductions later from this new prospect that you can harvest down the road — once the prospect begins to see value in your process. Remember — it’s not always the product or service that makes you referable, it’s the process you put them through.
What are the power words in this brief phrase? “I work exclusively from personal introductions.” When you utter this sentence, you elevate yourself as a professional. Notice that I didn’t suggest you say, “I work exclusively on a referral basis.” That’s because in some industries, “working from referrals” can have a negative connotation. When speaking with prospects and clients, I recommend you use the term “introductions.”
Now, at the end of this meeting — assuming you’ve delivered some early value — you can bring up the possibility of your prospect introducing you to others (just as Harry did for the two of you). They might not give you a name right away, but since you’ve set the expectation early on, it’s only a matter of time before the prospect comes up with a friend or two for you to call.
And that’s how one referral can magically turn into two. But don’t stop there. Think about how many referrals you could generate if you introduce yourself with this phrase each and every time you meet with a new referred prospect. The possibilities are endless.
If you have any result-producing tips you’d like to share with me, please send them to BillCates@ReferralCoach.com.