Referrals are not only for other people…
Referrals for ourselves are important
Do we generate enough?
Most people like to help
Choose when to ask for a referral
Ideally on a high – successful completion
Asking is based on confidence/belief
Must be specific…
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
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.
A referral is an
It is not a guarantee!
Asking for referrals:
• Must not be ‘pushy’
• Must be natural
• Prompts helpful:
• CBC card book
• ‘Supporting local business’
Look/listen for an opportunity
Tell client you know someone who can provide the
Ask if OK for the client to be contacted
– potential referrals won’t take the initiative
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
Aim to become the ‘go to’ for
information and contacts