“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 .



“Stop Resisting and Start Reaping The Rewards of Referrals” - To learn more about this author, visit Glenn Ebersole's Website.

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