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“Darn it! I forgot to talk about referrals with this client!” How many times have you thought that?
One of my favorite things about our coaching program is that it gives me the opportunity to not only teach, but also learn from, the professionals that I work with. I love sharing some of the creative ideas, strategies and best practices that I discover during my coaching sessions (with my clients’ permission, of course) so that you can can apply them to your own business as well.
On a recent coaching call, one advisor (let’s call him “George”) volunteered to share his strategy for remembering to ask for client referrals. He calls it “The Green Light Strategy.” Read on…
George’s “Green Light Strategy” for Remembering Client Referrals
Remember when you were a child and your school teacher was teaching you how to cross the street at a traffic light? I think my daughter even had a song she used to sing. Green means go. Red means stop! Yellow means be careful. Right?
According to George, he’s created a system using this simple “green light” concept to ensure that he never forgets to discuss referrals and introductions with clients again.
George said he’s developed the habit of listening for all of the times that his prospects and clients express their recognition of his value. (I call these “Value Recognizing Statements.”)
Examples of Value Recognizing Statements are when clients say things like …
- “Thank you for explaining that so clearly”
- “How come my last guy didn’t tell me about this?”
- “I always feel better after we meet”
- “This meeting has been very helpful”
I’d say that a hug from a client qualifies as a Value Recognizing Statement – wouldn’t you? And what about when they write a check and the check clears? That would be the ultimate value recognizing statement, would it not? (just kidding… sort of!)
The Green Light Strategy to Client Referrals
George said that these expressions of good feelings were his “Green Light” to either promote referrals and introductions or even ask for introductions. With his awareness finally tuned into this dynamic, he said he never misses an opportunity anymore.
He also told the group on the call, “I intentionally do not promote referrals and ask for introductions at every meeting with a client. But, I never forget anymore and I do it much more often than I did before. Because of this, I get a pretty regular flow of referrals from clients.”
I would add that if you have a assistants or associates, teach them to build this same awareness and be tuned into Value Recognizing Statements. Your assistant may not ask for introductions, but they can promote referrals and/or alert you to a happy client who just might be in the mood to help you make some connections.