Mother’s Day and Memorial Day are around the corner. Are you prepared to be standing in the middle of a referral opportunity? Picture all of the people you’ll be spending time with soon … mothers, fathers, sisters, brothers, cousins, nieces, nephews, grandparents, significant others in the family, neighbors, friends … you name it! All gathered around sharing a burger, hot dogs, coke, iced tea, potato salad, baked beans, fruit, cake, ice cream … again, you name it!
How many of these people know someone who could potentially become your client?
How many of these people can explain not only what you do but what value you bring to your clients?
How many of these people are already your clients?
Someone once said that the average person knows about 250-300 people!! Some ALOT more! Can you see the referral opportunity now resting on that cheese burger? To help you leverage this opportunity and position yourself to potentially gain a referral or two or three … consider this while drinking your coffee or tea.
- Make a list of 5 people that you’ll see at one of these gatherings this month that should know more about how to introduce you to people they know.
- When you see these people at your gathering, say something like this … “Hey Joe, could do me a favor? I’m working to grow my practice this year and I thought you might know a few people I should meet. Would you mind if I called you after this party and set up some time for us to have lunch or coffee? My treat.”
- Since the people at this party are probably some of your best people, Joe will most likely say something like, “Sure thing … glad to help.”
- Follow-up with Joe (and the others) to set up time to meet. During that meeting, share some of the things that your clients are worried about and why they chose to work with you. Then talk about how your clients are different from working with you and what you’ve done for them. Eventually ask Joe who he knows with similar worries and ask for his help and guidance to meet them.
This approach often triggers referrals and produces comfortable introductions. At the very least you have begun to educate close relationships on how to refer you. And, it’s a great way to leverage a holiday gathering. If you practice this strategy at other gatherings throughout the year, eventually you’ll have everyone close to you up to speed on not only what you do but what value you bring to your clients. And there’s no doubt referrals will follow!