Stop referral objections before they stop you

How often has this happened to you: you ask for a referral and they say, "No, I'm sorry. I don't give referrals. I just don't believe in them."

That doesn't happen very often, does it?  In fact, clients may "object" to your referral request, but the objection is rarely that direct or that negative.

Do these lines sound more familiar? "I'm sorry, I just can't think of anyone."  "No one comes to mind right now, but let me sleep on it and get back to you."

Those, you've probably heard before.  Because just look at the results of a poll Horsesmouth conducted on this very subject for the article Want Referrals? The Trick Is in How You Ask (free registration required):

 

Nearly 90% of the respondents describe the same experience.  "I can't think of anyone" is an objection that will stop you cold, and it's depressing. Luckily, it's also very preventable.

It's too difficult for clients to dig into their mental databases and extract the perfect referral for you from the hundreds of names they have stored there. So, you're going to do the work for them. 

Ideally, you'll do your homework in advance, and ask for an introduction to a specific person you know they know.  "I've been hoping to meet Gary Johnson, who serves with you on the museum board. Would you be able to introduce me, perhaps over lunch next week?"

Even if you can't get that specific, you can still be very targeted in your request.  Instead of, "Do you know anyone who could use my services?" try, "Do you know any other otolaryngologists who you think may be planning to sell their practices in the next 5-10 years?" 

Give your clients some traction when you ask for referrals (free registration required) and you'll end-run the "I don't know anyone" objection much more often. You'll also be pleased to find you're getting higher-quality referrals.

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Comments

[Andre Harbec]

I am in the business for 20 years now. 40% of my business come from referrals and 40%, from my friends, relatives and people I know.

Since 5 to 6 years, I cannot have new clients ( a few ).
In my clientel, I have 40 clients
that I manage 20 millions.
I want to increase them to 100 customers since the last five years and it's not working.

My principal hobby is electric guitare. I am taking courses for
the last 15 years. Since five years, I gathered 25000$ to a local organisation looking after
beaten women. My annual show is very appreciated but no new client
from it. Also, I am Chairmain of my music School Foundation. I had one good client from this organisation. Four teachers of this school are playing in a band with a lyric (mostly claasical like Placido Domingo) singer. Their playing pop songs. Can I help them to promote themselves
and get rewards from this (new business)
How can I make my wheel star to turn again with a lot of referals?

André (Andy Cash) Harbec