Are you referrable?
Before we begin looking at how to get more referrals, it's important to understand what it is that makes you referrable why would someone tell another person about your business? If you stop to think about it, it's a huge challenge to overcome.
The truth is, most don't refer. And they don't refer because, frankly, they don't care about you or your business. I know that's harsh, but we've got to face the truth. Clients don't care about your business, they care about their problem. And how you solve it! Referral partners don't care about your business. They have their own business to grow.
It's not that the world is cold and bleak and people are in different. Most don't refer because it simply not in their self interest. And that's your fault and mine. We haven't engineered the business in a way that makes it a benefit for our clients and referral partners to introduce us.
But let's fix that.
To do so, we need to understand exactly how you become referrable. To get any referral for things must exist:
One. You're different.
If you want referrals, you've got to start by being different. There's no reason to talk about your business if you just like every other competitor. When you're different, there's something to talk about. There's something noteworthy. Be different.
And then how do you get them talking about you, you need to give them something that sparks conversations about you. This is where we highly recommend the house portrait, as it hangs on your client's wall it creates endless conversations about you, creating referrals.
Two. Your valuable.
To be referrable you got to be valuable. Valuable to clients because you solve an important problem from them. Valuable to referral partners because you make them look good. And valuable to referrals, before the sale, because you've given them knowledge and hope for solution to the problem.
Three. You're likable.
Look, if they don't like you, they're not referring you. It helps me nice. Now obviously, you're very likable, now get them talking about you! What do you give to your clients that gets them talking about you in a conversation? What tools you give them that sparks those referrals?
Four. You're trustworthy.
Referrals are, essentially, a transfer of trust some of the trust the client or referral partner has in you is transferred to the person being referred.
So think about it every time that you deal with the possible client, a partner, or an existing referral, do a quick check in to see if you come across to that person in these four ways.
This article is taken from the book "Unstoppable Referrals"
10x referrals, half the effort.
By Steve Gordon