If you hate marketing, you can avoid some of the pressure by getting your clients to do some of it for you.
And like with most things in business, there is a smart way and a hard way to ask for, and get, referrals.
The hard way is to say, hey, let me know if you know anybody I can help.
That’s more like a futile plea than a strategy.
Here’s the smart way, asked when you’ve just finished a transformational session with your client:
“Who’s the wealthiest person you can think of right now who would benefit most from what we’ve done today?”
What makes that sentence so smart then?
- It’s asked at the PMS – “Point of Maximum Excitement” – when your client is most enamoured of you.
- You’ve ensured they think of someone who can afford what you do – usually wealthier than them, too.
- You’ve asked them for ONE person, not a vague “do you know anyone?”.
- You’ve pinned it down to “right now”, not “let me know if you know anybody”.
- “Benefit most” demonstrates your need for an ideal client, not just anyone.
When a client of mine in real estate mind-coaching used that exact question, he got introduced to 3 multi-millionaires in one week.
Now there’s smart.
PS: What’s your favourite referral technique?