I have done this countless times and it almost never disappoints...
Dear ,
Some high level psychology going on here.
Here's how to get a referral from a referral.
Let's say a man named Joe calls you up:
JOE: "Hi, my name is Joe. I was referred by Karen."
YOU: "It's great to talk to you, Joe!"
(After talking up Karen and how wonderful she is, you continue with the conversation and whatever Joe is calling about. After 10 or 15 minutes go by, or however long your conversation lasts, you ask this question towards the end of the call.)
YOU: "I have a quick question that I wanted to run by you. As you know, much of my business depends on referrals and great people like Joe had an excellent experience with my company and that's why he referred you...
... So do you have any friends that both you and Joe have in common who you think could use my services? They can be friends, or relatives or colleagues or anyone both of you know."
It's almost inevitable that Joe will say...
YES!
He may even give you several names or names of entire families.
Why do you think this works referral trick works so well? Any guesses? Ok, I'll tell you.
It works because the responsibility of the referral is split between two people, not one (in the scenario above, it's split between Joe and Karen). Often people are reluctant to give referrals because they don't want the responsibility if something goes south between you and the person they referred.
But, by asking, "is there someone you know that BOTH OF YOU HAVE IN COMMON?" you have psychologically absolved the referring party from responsibility. And, from there, they're much more likely to loosen up and suggest some names.
See how that works?
Now go out there and get some referrals!
Until next time...
And, remember, K.I.C. (Keep It Coptic).
To read Nader Anise's bio on Wikipedia, go to:
Your friend,
Nader
Founder of the Coptic Chamber
ABOUT NADER ANISE
For the last 30 years, Nader’s talents as a marketing strategist and copywriter have generated hundreds of millions of dollars for himself and his clients. In addition, he is a recognized PR expert, and has been featured in countless media outlets such as: The Wall Street Journal, NBC, CBS, Forbes, Bloomberg and USA Today.
Nader’s storied marketing and sales experience has enabled him to mentor business owners in all types of industries, including: legal, medical, financial, therapeutic, mortgage, investment, wealth, retail, insurance, transportation, pharmaceutical, clothing, restaurant, real estate, education, insurance, construction, internet, telecommunications, manufacturing and many others.
Nader has trained over 25,000 business owners from all around the world on sales and marketing.
To read Nader Anise's bio on Wikipedia, go to:
3 AMAZING FACTS ABOUT NADER ANISE, ESQ.
FACT #1: In 2001, Nader wrote a one page press release that generated over $2,200,000 in free national publicity.
FACT #2: Within four years of starting his law practice, Nader was featured on the cover of Lawyers Weekly USA section B (currently Lawyers USA) and was lauded for his remarkable achievement of building a "thriving law practice... without spending a penny on advertising."
FACT #3: Nader landed on the cover of the Wall Street Journal after sending the editor a cold email with a subject line that consisted of nine words, including, ONE key, riveting word.
(BONUS FACT): Nader wrote a direct mail letter for a small business that created such an overwhelming response, the owner sent Nader a frantic email with the message: "You're killing me with all the new business. We are busting at the seams and all my employees are freaking out..."
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