For most of us, the biggest source of clients is referrals – either from current/past clients or from other professionals that work with your ideal clients. However, most of us either do not ask for referrals, or don’t ask for referrals in a powerful way. Learning how to ask for referrals in a powerful way can make a huge difference in your business pipeline.

When it comes to getting introductions to qualified prospects, the method I have seen the most success with is through offering a free consultation, “breakthrough” (discovery) session, or a second opinion service through your clients or other professionals you work with, to the people they care about.

What you call these session will depend on the type of service you offer to your clients. As an example, a pilates or yoga practitioner would likely do a free consultation; a coach is likely to do a “breakthrough” session; and an entrepreneur that offers an ongoing service model – such as financial advisor or commercial real estate agent – may want to offer a second opinion service. Whatever you want to name this session, essentially the basic framework is the same. (To read more about Nailing Your Sales Conversations, you can go to my blog post on that topic by clicking here)

You want to design these sessions so that the prospective client walks away with value no matter what. Essentially, there will be one of three outcomes – 1) they are doing great where they are now (and they can feel pride/relief that another professional has verified this) 2) there are gaps with their current strategy and you would be the right person to help them (and therefore you would explore that) or 3) there are gaps with their current strategy but you are not the right fit for them and you would point them in the right direction.
You can offer this service verbally (preferred method, with a follow up by email) or by email. Here is a sample script. You will want to customize this based on the particular services you provide.

Script for client:

“As you may know, I have a few spots open to take on some new [insert your ideal client here – ex: coaches who have recently started their business and want to build a full coaching practices so they can start making great money doing what they love]. Since you are a [insert ideal client here – ex: a coach] yourself, I thought you may know some other great [insert client here – ex: coaches] who have been struggling to get their [insert business here – ex: coaching practice] off the ground and could really use some strategic guidance to see if they are doing the right things to {insert challenge here – ex: grow their business]. As a valued client of mine, I would like to extend a complimentary [insert the name of your service here – ex: second opinion service; consultation, business breakthrough session] to any of the [insert client – ex: coaches) you know. In this session, I’ll take them through the same experience you had when you met with me for the first time. We’ll look at where they are now and where they’d like to be and we’ll examine what gaps exist in their current strategy. One of three outcomes is possible – 1) if they are in good shape/being well served where they are/have a good strategy in place, I’ll let them know this so they can feel good about where they are headed. Secondly, If there are some opportunities/gaps that get uncovered, we can discuss some strategies to help them and if it makes sense, we’ll explore working together to help them get to where they want to be. Lastly, As you know, I only work with clients with whom I can make a significant difference. If we aren’t a good fit, I will give them some ideas on how to solve their biggest challenges and point them in the right direction, including referring them to other resources that can help them.
Does anyone come to mind that could benefit from this? (If they give you a name, also ask them “is there anyone else that comes to mind?)

Great! What I can do is send you an email that you can use as a framework to make a warm introduction to that/those person/people. I will keep you posted on how it goes and if we end up working together. Referring someone to me is one of the highest compliments I can receive and it means a lot to me. Thank-you!

Make sure to ask for a warm introduction to anyone they suggest you meet and give them some language (via email) so it makes it very easy to make a powerful introduction to you.

I taught my private mastermind this technique last week, and shared with them sample emails and follow up language, as well.  While demonstrating this, I asked them for referrals, and within 4 hours I had 4 emails in my box referring me to their colleagues who could use my help and 3 of them are already on the calendar or have had a Business Breakthrough Session with me!  Several of my clients who put this new learning into action, have had similar results.  Take the opportunity to ask for referrals today and you may be surprised how many emails land in your box with introductions to your Ideal Prospects!