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I have been attending quite a few events implementing the Self-Referral Conversation. I have yet to get a client from this process, but people are accepting the offer of the book. What do you say to someone when asked why are you attending this event or why are you there? I ask this question because a lot of events I am going to, or intend to go to, are purely for implementing the Referral Conversation. In most instances I have no connection to the organizations.

Article ID: 500
Last updated: 20 Nov, 2019

Respond to that question with, "To meet interesting people," then: Opening Statement. Questions / Conversation about things that matter to him.

If relevant, make the offer. When the offer is accepted, gather contact information and schedule phone consultation. Then go talk to another person.

If the offer is not accepted, go talk to another person.

Repeat until your Ideal Client community is complete.

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b How do I get people to come to my office for the first meeting when they frankly sometimes don’t even know if they want to meet me AND to bring their documents? I know referrals are best and I am working towards referrals only, but this other prospecting method does happen sometimes and may be happening for others as they get started building their practices.
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