Referrals are important not only for others, but also for ourselves. When asking for referrals, it is best to do so after successfully completing a project or sale. When asking, one should do so with confidence and be specific about the type of referral needed and the questions to ask. Generating referrals for others also requires confidence in their abilities and specifically asking the referral source if they are okay with being contacted. A referral provides an opportunity for business but is not a guarantee of new clients or sales. It is important to acknowledge and thank those who provide referrals.

1. REFERRALS

2. Referrals are not only for other people…
Referrals for ourselves are important
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Do we generate enough?

3. Most people like to help
Choose when to ask for a referral
Ideally on a high – successful completion
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4. Asking is based on confidence/belief
Must be specific…
Suggested questions…
Rehearse spontaneity…
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5. Generating referrals for others:
• Based upon confidence in their ability
• Must be specific
• Not just a lead
– What comes on the ends of leads?
• Must be asked for
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6. What is a third party referral?
An opportunity for a fellow member to present their
business to someone who is in the market to buy the
product or service where that presentation will be
expected and looked forward to.
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7. A referral is an
OPPORTUNITY
It is not a guarantee!
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8. Asking for referrals:
• Must not be ‘pushy’
• Must be natural
• Prompts helpful:
• CBC card book
• ‘Supporting local business’
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9. Look/listen for an opportunity
Tell client you know someone who can provide the
service
Ask if OK for the client to be contacted
– potential referrals won’t take the initiative
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10. Acknowledge referral and thank referrer
Make rapid contact with referral
Let referrer know outcome
Worst outcome is no/slow response and/or no come
back for referrer
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11. Aim to become the ‘go to’ for
information and contacts
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