How to Generate More Referrals Every Time: The Secret Weapon

I've generated a lot of referrals in my career. The number one reason that I have found why somebody does not get referrals in their presentation is it's not a predetermined outcome. Have you ever had to borrow money from a family member? Let’s say you need to borrow $1,000 from you dad. You call your dad and say "Hey dad, I need to stop by the house and I want to talk to you about something." Your dad says, "Okay." So you go over to the house and you're sitting in your dads' living room. You need this money. In that scenario, would you forget to ask your dad for the money? The answer is no, because you need the money, and it's a predetermined outcome. The whole reason you went over there was to ask your dad to borrow $1,000.

You can do that in a sales presentation. You go into the sales presentation, and you can have it as predetermined outcome that you're going to ask and get 1-3 referrals or in an extreme case, 10 referrals. When I'm really focused on referrals, it's a predetermined outcome of the sales presentation. I figure out where in the sequencing of the presentation that I’m going to ask for referrals. I think about my precise language of how I'm going to ask for referrals. If you want more referrals, predetermine the outcome of the presentation. Figure out the order in the presentation the sequence that you're going to ask for referrals, and get clear on the precise language. You close for a referral just like you close the sale.

You could ask, how do you feel about helping me out with a few referrals today Or, could you help me out with a few referrals? You've got to ask! This is different from an organic referral, where somebody just gives you a referral because you've added so much value. I'm talking about you influencing the referral by YOU asking. Does it work? I've generated thousands of referrals applying the techniques that I just shared with you. I'm telling you right now, this content could lead to hundreds of future referrals if you just do what I just shared with you.

You have greatness inside of you and I want you to know I believe in you.

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Make it a great day!