An excerpt from my NEW book Knockout Networking for Financial Advisors and Other Sales Producers!
I have many ideas, approaches, and practices about how to generate more and better referral business. I’ll share one way to generate referrals here every week (for a total of 12 rounds!) or you can simply pick up a copy of the book and get them all!
Pick up a copy HERE!
Be Referable to Generate Referrals
Initially, you need to be liked (Unfortunate, I know.). If you’re not liked, nothing else matters. I’m not going to refer someone I don’t like, even if they’re great at what they do. (The exception might be a brain surgeon – I may not like him, but if he’s the best in the business, he gets the referral.) But basically, we just don’t tend to refer people we don’t like.
Be good at what you do. Be compatible with the type of business that you’re looking for. Add extra value. Do all the things that make the person who is referring you look good. (It’s all about looking good after all!)
When a colleague gives me referred business, I go a little above and beyond, even more so than I might normally, because I want to make that person look great. I want people to go back to them and say, “What a great referral. Thank you so much for putting us in touch with Michael Goldberg.” If you make your referral source look good, they will keep referring you.
Being likable and providing great service is the first way to generate referrals!
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