If you're not getting the referrals you need, perhaps it's time to overhaul your approach. We want to take the initiative when we enter into a referral conversation instead of feeling beholden to our referral sources. We want to have the same sense of security in prospecting as we do in selling.
Keep the following thoughts in mind the next time you enter into a referral conversation:
1. Be able to describe your true target market(s) and your ideal client within that target market. Consider joining organizations in your geographical area whose members fall into that market.
2. Make sure you have several names to feed to your referral source before you begin the conversation. Make sure you use a fact-finding questionnaire on all your calls to capture these names.
3. Learn how to integrate a referral conversation into your sales process. Weave it into the conversation in a way that is both effective and comfortable for you and the referral source.
