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5 Things to Prepare before a Referral Meeting


Athletes use a pre–game routine to reach peak performance during the game.
Musicians use a pre–concert routine to be at their very best when the baton drops.
What about you ?  What is your pre–appointment routine, especially when it relates to getting more and better introductions to Right–Fit clients ?

Pre-Appointment Referrals Checklist
1.   Prepare your meeting agenda.
Running an appointment from an agenda makes for a more efficient meeting. This means you have ample time to conduct your value discussion and discuss one or more possible introductions.
2.   Add Value Discussion.
A good starting point of for any request for referrals is the Value Discussion. You ensure that your client is experiencing the value of the meeting, your process, and / or the overall working relationship. This step alone sometimes creates a solid rapport and trust.
3.   Think about Specific People (you know they know).
Coming prepared for a referral will boost your confidence as well as your results. The best way to ask for referrals is to come to the appointment with a request for an introduction to one or more specific people you know are in your client’s life. It’s the path of least resistance for both you and your clients.
4.   Think about Relevant Categories of People.
If you can’t identify specific people as above or you want to add to that suggestion, the next logical place to look is categories of people. These can be life events, trigger events, money in motion, or just the reason they came to you in the first place.
5.   Do what Most People Don’t do.
The best way to add confidence to your referral seeking approach, that will lead to your clients responding positively, is practice. Best practice is done with a friend or colleague. Next best would be talking it out with yourself – maybe as you’re driving to an appointment.

If a football player is working on a new set of moves, do you think he’s going to try it in a game for the very first time ?  NO !  Or if a musician has a concert coming up, is she going to read the music for the first time during the performance ? Most unlikely.

The most underutilized way to build skill and confidence around seeking referrals to people is through practice.

What Do You Think ?  (I really want to know!)


Comments

  1. Unknown5 August 2019 at 23:44

    Dr Pavekar ,

    You have explained Referral Marketing in most effective and simple ways.

    Very informative and insightful.

    Looking forward for your blogs!

    Prof Rekha Rao

    ReplyDelete

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