Posted by Sundi Hayes in Check out part 1 and part 2 if you missed them!
Back in part 1 when I mentioned people who would lead to other prospects I promised more help. You have officially arrived at that special place.
I was trying to think of a way to make this referral harvesting thing more real for you and I’m going with the first thing that popped into my head…
The last time someone said, “What do you want for dinner?” did you have an answer? Chances are slim that you said, “I want pork tenderloin, steamed green beans and new potatoes with sour dough bread.” and everything for that specific meal was on hand. However, if the conversation had started like this, “What sounds good for dinner? Mexican or Italian?” there was most likely a dialogue which generated the desired end result – dinner in your belly!
If you apply that same theory to your referral hunting activities then it only makes sense when you start a conversation like, “So, do you know anyone who needs me?” it doesn’t go very far! Keep in mind that people know the names and can visualize an average of 300 people off the top of their head. (There has been military research into this so if you don’t believe me then by all means feel free to google it!) You just asked someone to scan all 300 people they know in an instant!
Wouldn’t it be more productive if you said, “Hey, Susan, are you still part of that tennis group that gets together every week?” Immediately you’ve narrowed Susan’s search from 300 to say, 20. Not bad, huh? Not only have you narrowed the field you’ve got her to concentrate on those specific 20 people.
“Are any of those ladies [insert pain point here]?” Pick any point from your niche like “not really happy in their jobs?”. If you’re a career coach you’ve just set out a hunk of bait that is bound to work if there really is someone in the group who could use your services!
Susan just might say, “Well, you know Donna was telling me about something that happened with one of her co-workers the other day. She didn’t say she was unhappy but I would be unhappy if it happened to me.”
Of course the next question you ask is, “Do you think you could introduce us by email? Maybe I could help her.”
Fast forward two weeks later…
Susan pulls an envelop out of her mailbox containing a gift certificate for a message as a reward for the new coaching agreement you have with Donna! Now, isn’t everybody happy?
Nibbling away -
Sundi
PS – now don’t go thinking just a couple of questions will lead to a referral. You might have to lead Susan through a few segments of her life before you get exactly what you’re hunting!