We all love it when we get the referral.  I know that my personal business of speaking, coaching and training is based on my ability to get referrals.  The challenge with referrals is that you have to ask for them.  The good news is you can ask a complete stranger for a referral.  First, your introduction must be compelling, concise and clear.  The most important factor to your introduction is how your business or service benefits others.  The next step is to explore any opportunities to assist them, even beyond your services.  You must show sincere interest in how you can participate in their growth before asking how they might be able to participate in yours.

Finally, don’t forget to ask everyone.  If you already work with them, let them know that you are focused in growing your business with clients as great as they are.  Keep them in the loop of your progress with their referral and, if appropriate, send them a thank you gift.  Nothing too extravagant, but gift cards are always welcomed.  

Advocates are Partners in Your Success

When a client becomes an advocate, they are now a partner in your success.   You have achieved a level of trust, reliability and friendship that leads to an enthusiastic support of your success.  To gain that level of trust, you have to get to know your client, and get involved with what they are passionate about.  The power of building advocates is based on the ability to become a valuable resource for your client and their contacts.  People typically spend time with others of like mind, thus their friends will have similar interests.

The key to building advocates is sincerity. Your support must be real and of substance.  Volunteer to do things because it is something of interest to you.   The simplest way to initiate the process of building advocates is to support the activities your client enjoys.   You should begin to add client activities to your database.  For example, if you know their favorite music group, give them tickets to a concert with backstage passes when the band is in their city.

The bottom-line is to help them experience the things they love.  If your clients are involved in a charity, offer to buy a seat at their table or offer to sponsor their table for them.  Who do you think will be sitting with you?  If you are sincere, your sincerity will shine through and lead to new opportunity.

Special Offer from Robert Van Arlen

I would like to extend an opportunity to anyone who needs help. If you know of someone who needs help developing referrals and advocates, forward this newsletter to them, and I will contact them personally. 

Check back for next month’s feature article:  The Best Way to Sell Yourself