Ask For What You Want

Do you rely on referrals to build your business? Most of us do. Do you find when you ask for referrals that you either don't get them, or if you do, that they end up being a waste of your time? If you answered yes, your problem may be that you are not asking for what you want.

But I ask them for referrals you say? If you are asking a question such as, "Who do you know that can benefit from my service?", you are asking too vague of a question. This question will usually get a "no one" answer, or, if you do get a referral, it will be someone that they are totally comfortable sending you to - usually someone that doesn't fit what you are looking for.

To generate great referrals, ask a very specific question. First of all, decide who your ideal client is. Then, write down a description of this person. The more specific you are, the better. Now, when you ask for a referral, ask for exactly what you want. For example, you may say, "Who do you know that is an attorney who makes more than $250,000 a year and lives in the area?". This specific question will get a specific answer, and, if it describes your ideal client, will get you in front of great prospects.

Happy selling!