by Tony Vidler
One of the barriers to getting good quality referrals is that we are often very poor at describing the person we work best with when we are having a referral discussion.
We describe demographics usually…not individuals.
Of course when it comes to describing a target market we need to have thought about the demographics, and they can be helpful in describing the type of clients we are looking to work with. Inn themselves though the demographics rarely help the other person in the conversation (the potential referrer) identify an individual.
To help get referrals from good clients to other potentially good clients we need to be able to describe our target market in person – we need to create a mental image of the actual person, or people, we are looking to work with if referrers are to be able to come up with the right introductions or recommendations. In this weeks Quick Tips video we discuss this in more depth, including the type of language which is most effective, and role play an example…
…watch the video to learn more…
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