Yesterday I promised to follow up on my blog "You Gotta Ask for What You Want, Right? Eh, not always."
I ended the blog with the assignment to read thru some of the more popular Referral-Begging scripts, and then say them out loud. To refresh your memory, here they are:
- "Do you know anyone who needs to buy or sell real estate?"
- "Do you know anyone moving to my area who could use my services?"
- "I build my business by referral; will you please keep me in mind if you hear of anyone buying or selling?"
- "I'm never too busy for your referrals."
- "I'm always looking for referrals, so would you mind taking a few of my business cards?"
When you say these words out loud, what message are you sending to your audience?
Several commenters nailed it. When you beg for business you sound desperate, hungry and unsuccessful. Definitely not emotions you want to inspire in your audience. People don't hire and refer out of pity; they hire and refer out of respect.
But it goes deeper than that.
Did you notice how all these scripts are all about YOU (as in, the person saying the scripts)? All about what YOU need and want?
There's nothing in these scripts that leads your audience to believe you have anything of value for them; you aren't assuring them of your competence, of your expertise, of your work ethic. You aren't telling them with your words or tone or even your body language that you are capable of Taking Great Care of Them and Their Referrals. No, you're simply telling them with your words, your tone and your body language that you Need Their Business and Referrals.
So, how could you let the people you know and the people you meet know that you'll "take great care of their business" as opposed to you just "need their business?"
And, no, the answer probably isn't telling them "I'll take great care of your business, I promise!"
Thoughts?
Wanna GET referrals without ASKING for them?
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Prospecting with Soul Workshop!
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