How To Frame A Referral Request

  • Home
  • /
  • Blog
  • /
  • How To Frame A Referral Request

All good marketing starts with a benefit to the prospect in mind. Yet, I often find people are reluctant to ask straight up for referrals out of a fear of looking needy or infringing in some manner upon the relationship with the client.

I think the reason that this fear exists is because of the improper way most people have learned to ask for referrals.

Most business owners position the asking of referrals as a favor to the asker. Kind of like, we need your help. As much as people like to help, there’s really no benefit in that kind of ask.

Here’s what I mean:
Many businesses try to rationalize asking for referrals by suggesting that they need more clients just like you – this is how I work or if you provide me with referrals I can spend more time working with you. The problem with both of these ways to frame referrals is that they are all about you. I need your help. I work like this.

One of the keys to becoming a referral magnet (actually the key to any marketing message) is to frame it as a benefit. When you are talking to an existing client the benefit of a referral is the opportunity to help that person help a friend or raise their value with a colleague.

So, how could referring you make your client’s life better? That’s the proper way to start thinking about referrals. Do that, and you will never be afraid to ask a client again.

Now you are not asking your clients for help – you are offering to help them get more of what they want. Use your expertise to make them look good, add value and enhance their status – now that’s a winning proposition.

Finally, make sure that you communicate your willingness to make yourself available to help them reach their goals. Tell them so in every form of communication.


Tags


You may also like

Rakaweb