Tool 1 Make sure you have a script
Tool 2 Test different scripts in order to find out which one works the best for you
Tool 3 Measure the success of your scripts in order to get peak performance from them
Tool 4 Practice, practice, practice your script. An amateur practices until they have got it right. A professional practices until they can’t get it wrong!
Tool 5 Make sure you are fully prepared before asking for a referral
Tool 6 Make sure you know what the buying signals are. In other words, ask for a referral when the clients says how wonderful you are
Tool 7 Stimulate the above by asking clients if they are happy with the service you provide on an on going basis
Tool 8 Ensure you attend enough networking events and you build relationships at all these events
Tool 9 Build at least 25 business friends (people who are in business and who you consider to be good friends)
Tool 10 Ensure you are using the right body language as well as words when asking for a referral
Tool 11 Ask for more than one referral. In other words rather than saying “I wonder if you know anyone…..” Say “I hoped you could write the names of the best four people for me to contact so that we can help them in the same way as we have helped you. Would that be possible?”
Tool 12 Ask more often! In other words if you normally ask clients for referrals once per year by increasing this amount to two you should be able to double your business from referral
Tool 13 Have a specific target for the number of referrals you are going to get each month
Tool 14 Give lots of referrals. As the old saying goes, ‘givers get’!
Tool 15 Measure the effectiveness of your referral scheme and work out how to make it better, through training and systematising the whole process
Tool 16 Ensure everyone in your team buys into the fact that they can win referrals and provide them with the training to ensure success
Tool 17 Incentivise your team to win you referrals by offering them some form of bonus. This could be a financial bonus, or other form of incentive.