By Tony Vidler
There comes the time in our engagement with a prospect or client where we discuss future referral possibilities, and the traditional way of helping people zero in on possibilities is to drop the “who do you know who….” bomb.
It is a bomb too. It gets dropped into the middle of their mind and explodes with possibilities….as it essentially asks them to begin poring over all possible contacts that they have and begin a process of selection and recommendation. That is asking a lot of someone where the professional relationship is relatively new and untested. It is overwhelming.
There is a smarter way though, and it is much more effective.
In this weeks quick tips video we talk through a different phrase which helps zero in on the preferred types of referrals, but without putting people in an uncomfortable position or eliminating the possibility of getting referred to other types of potential clients as well….it is a much better way to discuss the right referred leads!
Watch the video to learn more…