Tweet

“Stop Resisting and Start Reaping The Rewards of Referrals”

Written by: Glenn Ebersole

Article Overview: Recently I was asked to provide some expert advice on networking for introverts and I did so in an article entitled, “Networking Tips for Introverts or How to Break The Ice Without Fear of Falling Through.” After completing the article, I thought about the similarity between the introvert’s fear of networking and the fear and resistance of business people to ask for referrals. Let’s look at how one might overcome this fear or resistance to requesting referrals.

“Stop Resisting and Start Reaping The Rewards of Referrals”

“Stop Resisting and Start Reaping The Rewards of Referrals”
By: J. Glenn Ebersole, Jr., Founder & Chief Executive of J. G. Ebersole Associates and The Renaissance Group ™


Recently I was asked to provide some expert advice on networking for introverts and I did so in an article entitled, “Networking Tips for Introverts or How to Break The Ice Without Fear of Falling Through.” After completing the article, I thought about the similarity between the introvert’s fear of networking and the fear and resistance of business people to ask for referrals.

Over the past 25 years in my private consulting practices, I have observed that many, if not most, professionals are uncomfortable and resistant to requesting referrals from colleagues, clients, business associates, et al. There appears to be some psychological fear in their minds of what might happen if a request for referral is made. My own observations along those lines are that usually the worst thing that happens is someone declines the request. And maybe that is more than many people can handle since it is seen as rejection.

Let’s look at how one might overcome this fear or resistance to requesting referrals. I would like to suggest four actions to you. The four are:

1. Consider the rewards of referrals for you and your business. I suggest you write them down as a reminder and as a motivator.

2. Change the “ask” from a request for a referral to seeking some type of personal reference or recommendation. This may be more comfortable for you to do than a direct ask for a referral.

3. Become knowledgeable of the communication style of whomever you ask for a referral. Determine if the recipient of your request prefers a direct approach or a softer and less direct approach.

4. Develop the “request” and rehearse it to build up your confidence level in requesting referrals.

My experience has shown that if you have a satisfied client from the advice, services and/or products you provided to them, they are very happy to give you a referral. So, I recommend that you stop resisting and start reaping the rewards of referrals now! And if you would like to learn some proven ways to do that, please contact me through my website at www.renaissanceman4u.com or by email at jgecoach@aol.com .

Related Articles
  How Professional Service Providers Can Break Through Resistance to Requesting Referrals, According To Your Strategic Thinking Business Coach
  “Reaping Rewards From An Effective Referral System”
  The Law of Surrender
  Increase Small Business Sales – Stop Asking for Referrals
  The easy way to increase your sales

Article Tags:



Related Forum Posts
Re: What is your biggest challenge? Today? - [quote="GT Bulmer":10b1rb6o]sounds like keeping one foot on the dock and one in the boat, doesn't it?) I've had suggestions of interest from other high profile potential clients but I have chosen not to pursue them at this time.[/quote:10b1rb6o] Hi GT, Who knows, perhaps you'll need to take that leap of faith and "burn your bridges" (of escape/going back) like Dale Carnegie suggests in "How to Stop Worrying and Start Living" to get to the next level and reach your income goal. Complacency and comfort can be death.
Decide your market first - Stop for a second and decide exactly who it is that you want to sell your product to. Once you've done this you'll have a far better idea of where to find them and what it is that they're interested in Cheers
Betting on the law of averages - Dale Carnegie says "As the years went by, I gradually discovered that ninety-nine per cent of the things I worried about never happened... The most famous insurance company on earth-Lloyd's of London-has made countless millions of dollars out of the tendency of everybody to worry about things that rarely happen. Lloyd's of London bets people that the disasters they are worrying about will never occur. However, they don't call it betting. They call it insurance. But it is really betting based on the law of averages...don't happen nearly so often as people imagine" ("How to Stop Worrying and Start Living" 67 & 68). In the past, I think I spent an additional $130 for "3 Year Return to Depot Service and Technical Support" when I bought my Dell laptop and $30 for 2 years of replacement protection for my glass desk. While I've had to call Dell for technical support for my laptop on a few occasions, I've yet to replace any glass panel on my desk.
Re: How do you get your clients? - I think staying away from gathering clients strictly online when first starting out is probably a good idea. Your first few clients could maybe be people you know, or know through somebody that may require some of your services. Another good way of gaining new clientel is offering your first few clients completely free service in exchange for placing your business card or promotional material in their business if you're doing b2b sales. Referrals are the lifeblood of many small businesses.
Other Great Books... - Feel The Fear And Do It AnyWay - Susan Jeffers How To Stop Worrying And Do It Anyway - Dale Carnegie ('What's the worst that could happen - the worst?' Then prepare yourself for that and reality is such a relief!).


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

What is Give Back Marketing?

Google Panda and Your Search Engine Rankings

What Is The Foundation for Your Vision?

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.