What do you think of looking at potential clients Linked In/fFacebook profiles to come up with some names ahead of the conversation to put in front of them to consider if they can't think of anybody?

Article ID: 384

Last updated: 20 Nov, 2019

Yes, this is okay. What's better is to find out why they don't want to introduce you to their friend, family, and / or colleagues.

There really is no such thing as "I can't think of anybody." Every time you hear, "I can't think of anybody," what they are really saying is "I don't want to introduce you to my friends, family, or colleagues. Either because I'm not as excited about the work you're doing for me as you would like to think that I am or because I don't really believe that you are going to provide something of value with no strings attached. Therefore, I am not comfortable risking my relationships with my friends, family, and / or colleagues to introduce you."

Presuming you followed the process / script we have provided and gone deep into the impact of the value you have provided and they say they can't think of anyone they care enough about to give the gift of ________________________, use clarifying and expanding questions to discover what's really going on. Once you get to the real issue you can resolve it.

Continue to build your referral process script binder so you can comfortably and conversationally respond to every situation.

Also listed in

Referral Conversation™ -> Ideal Clients Reluctant Giving Referrals

Referral Conversation™ -> Referral Conversation™ Misc.

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A client reluctant to give referrals says, “I am the supervisor of everyone I with whom I work. I am uncomfortable with introducing these folks given the potential for people to see it as me using my position to influence my staff.” That one was new for me. Suggestions?

Can you go through what a compelling Referral Conversation™ sounds like?

Bill, you talked about meeting with the Top Realtors in the area. I have been calling them and starting the conversation with the following: Hi_________, my name is John Smith. I am rather new to my area, and I am looking to expand my networking relationships with experts in the local region. As I was looking into the area of _________, your name keeps rising to the top. So I thought I would give you a call and see if you would like to have coffee and I could learn more about your business, tell you a little about mine, and see how we could help push each other forward to greater success. They have all taken it like I was trying to sell them something, even after I explain that I am not selling anything and just want to get to know them and how they have become so successful in their area of expertise. Please provide feedback on the script I have been using and help me wordsmith it so that I am starting the conversation or voicemail with the proper tone.

I could really use your help with how I can go get clients without firing my Ideal Clients who don't give me 100 referrals or cold calling a list of people from my organizations that I do not know. I have 10 Ideal Clients, all of which all are previous clients. Frankly they are just now seeing the benefits of the difference between the Old World and New World as we added a lot of value and met regularly in the Old World. I have received referrals from almost all of these clients in the Old World. I am getting new referrals from these Ideal Clients, but not 100-200 per client. I am only getting one to two per referrals per meeting, per client. I understand the ‘In or Out’ theory, however, I don't have the financial freedom yet, to fire all 10 of my Ideal Clients if they don't give me 100-200 names.

I have been feeling and expressing more conviction in my Referral Conversations™ with those who have provided referrals in the past, and either less conviction or sometimes skipping the conversation altogether with those who have not. Other than "perfect the conversation, and do the conversation the same way, every time, similar to the analogy of great athletes perfecting their swings and repeating it the same way every time", do you have any other suggestions?

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