Are you asking your clients the wrong referral question?

You can ask for referrals in a way that doesn’t make your client uncomfortable.

Asking for referrals is difficult. First, who do you ask for one? Not all of your customers will give you qualified leads, and not all of them will act as a brand evangelist for you.

Second, people don’t like being asked to give a referral. This is especially true of affluent clients. There is a sense of resentment when you ask them, and you don’t want to bother your clients when up to 83 percent of them will be annoyed by your asking (according to one study by the Oechsli Institute).

So, what can you do instead?

Instead of putting your clients on the spot by asking for a referral, focus on creating a wonderful, inimitable customer experience for them. Then, after they’re satisfied, and after they’ve seen how well you run your business, start by asking them for advice, and let the referral come to you naturally. The advice you ask for will be specific to your practice and your relationship to the client.

Here are some examples. You could ask what their friends like about their own wealth managers in an effort to see what competitive services you need to provide. You could ask about previous practices this same way. “Is there anything you liked about your previous firm that we could provide for you here?” In addition, you can come up with some of your own questions, based on your knowledge of the client and the situation.

When you ask for advice, you show humility — right after having displayed your expertise and ability. You’re showing your clients that you respect them. Last, and certainly not least, it leaves the decision of how to respond, and how much to support you, up to them. It’s not bullying them into a referral. Chances are, they will be more than happy to help. They’ll just want to help on their own terms.

For more tips and tricks like this, and for breakthrough creative marketing for your practice, contact our sales team at CreativeOne today!

Call 800.992.2642 for more info.

FOR FINANCIAL AND PROFESSIONAL USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC.

Related terms: Sales Strategies


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