19 Aug 2019

Why are your clients hesitating to refer?

Just like you, your clients have many reasons why they feel hesitant to give you a referral. The majority of the time, they are reminded of a negative past experience that resulted from their referral.

When you ask for a referral, treat the first objection as a surface answer.

There is always a deeper reason why a client is saying no. Ultimately, it is up to you to discover what that is.

Here are the more common reasons:

  1. The person believes that his or her credentials are at stake. He or she is worried that you will spoil their relationship. To be bluntly honest, your client might be afraid that you might embarrass them in front of their friends or family.

    Tip: A referral is an endorsement. You have to prove to your client that you are worthy of that recommendation! Rely on your skill and confidence to pull you through.
  2. There might have been an instance in the past that ended negatively due to a referral. Let’s face it, not everyone is comfortable taking a call from a total stranger and setting an appointment. Your client’s friend or family member may have not liked the idea of being referred and pitched to, leading to a relationship that turned sour.

    Tip: In this case, you must tread lightly and not appear too pushy. Remember your referral mindset and remind your client of the value he or she has gained through your meeting. The way you handle these kinds of objections will assure your client of your professionalism, as you try to put his or her fears to rest.

So what you should do when your clients refuse to give you any referrals?

1. Accept and Acknowledge

Always remember never to oppose an objection.

For example, there is a client who is very happy with your services but says she never gives referrals as a personal practice. She says that she will mention you to her friends instead. And, if they are interested, you can expect a phone call. You can accept what she said, but it does not mean
that you agree with it.

On the other hand, acknowledgment, is to verbally make the acceptance known.

“Thank you for sharing your thoughts.
I am glad you have told me why you do
not give referrals. But I am a bit
concerned that if you talk to your
friends about it, you might face
questions you would not be able to answer.”

2. ADDRESSING THE SITUATION

Asking the client what the problem is and address it.

Find out the reasons what has caused your client to think the way he or she does.

One method I would advise is to get the client to say a few times that he or she has no other concerns. Then, you can begin solving the problem by asking,

“What can I do to make you feel completely comfortable in introducing me to other people?”

3. Don’t appear to be pushy.

Be passionate but not pushy. Your client is creating value for you by giving you a set of criteria you need to fulfill, and whether your conversation ended with a referral or not, you have done a good enough job.

Are you still struggling to get referrals on your own? Download this simple-to-do guide to get you started!

This guide will provide you with 16 implementable steps that you can follow and increase your referrals within a short period of time.

It wouldn’t take you more than 3 minutes, and you can refer to it right after every appointment. With this, we guarantee you’ll be actively getting qualified leads from your next appointment onwards.

Simply click on the link below to download “The Ultimate Referral Asking Checklist” by our Principal Coach, Chris Chan. And, start boosting your sales through referrals today!

Click on the image to download your own copy now!

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