Chatting this week with one of our CIB members (CIBlings, in our internal vernacular) the topic of referrals came up.Â
Like most skilled practitioners, this CIBling talks engagingly about what he does, and often asks people to mention him to any other people who’d benefit.
That’s not always enough though, because everyone goes off and lives their own life. Balancing job, kids, food, travel, sleep and all the other bits in an average day, they’re unlikely to keep your request in the front of their mind.
Here’s a better way to get a referral –Â
1: Establish the Point Of Maximum Excitement (PME) when your client is thrilled beyond measure with your work, and the results they’re getting
2: Ask them a very specific question there and then:
“I grow my business mostly by word of mouth…so, who springs to mind right now as ONE person you know who might benefit from the work we’ve done together?”
Those exact words, used together, evoke the following feelings:
- Ease – “springs to mind”, “one person”
- Urgency – “right now”
- Kindness – they “might benefit”
It works so well, you’d better be ready to type your hot prospect’s name into your social media and connect with them immediately.Â
Love you lots
Jonny
PS: If you’d like to start working less and earning more, you probably need your own personal copy of my spectacular eBook called “Five Steps To Lucrative Corporate Clients”.