My partner Alan Weiss in The Odd Couple Marketing Seminar is just back from Bora Bora. I was checking his blog for photos of the best suite he has ever had...that would be tough to find as Alan and Maria live very well. I found one of his other blog posts you will find as valuable as I did.
(From Alan's new book, Million Dollar Referrals from McGraw-Hill, which will be released in mid-2011.)
Language to generate referrals in various stages of client interaction
New Clients, Project Launching
• “As we move forward, it’s common for me to request referrals from my client partners, since that is the source of most of my business. I hope you’ll consider agreeing to do that when the time is right.”
• “Referrals are the ‘coinage of my realm’ in this business, and I’m going to work very hard to maximize your project’s outcomes so that you’ll be very comfortable is providing these at the right point.”
• “It’s very early, but my experience is that it’s not uncommon for my clients to want to share their results with others. I want to assure you that when you provide referrals, and if I accept their business, you will always have my highest priority and I would never endanger that.”
• “Since you and I actually met through a referral, you know how effective that is for others who for whom we both believe I may be a good ‘fit.’ I’m happy to discuss that with you if you are ever questioned about our work together.”
• If you encounter people inside or outside of the organization whom you believe could benefit from my help, I’d be happy to be of further service to you and to them.”
Existing Clients, Project Underway
• “As we’ve progressed, I’ve received some indirect inquiries from some of your colleagues. Would you be comfortable introducing me?”
• “Would it make sense to approach the other units which have relationships to our project to see if they are amenable to becoming part of it?”
• “When the project began, I mentioned the potential of referrals from you to people who might also benefit from this value. While it may be premature to approach them, it’s probably a good time to understand who they may be.”
• “Are there people outside of the organization with whom you’d like me to share some of these approaches?”
• “Who else within the organization do you think I should be talking to as this project approaches completion?”
You may want to check Alan's blog for more.
In The Odd Couple we do not always agree!
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