“Who do you know who ….?”

Mention the word “referrals”, and you may trigger quite touchy reactions from many people.

Those who are far removed from commercial or professional activity will have little idea what you are talking about. If explained to them, it will be greeted by many like news of a new treatment for haemorrhoids:

“I’m sure it’s very useful, dear, but do we have to talk about this at table?”

On the other hand, there are those who will enthusiastically tell endless stories - if you let them - how their customers are introduced via others, how they never have to do any marketing, how their reputation marches before them …

… Presumably clearing the way for their Ego.

By now, the first group are changing the subject, and asking about your holiday plans are for the year ahead.

Room for growth

Most of us find ourselves somewhere in the middle. We are interested in how we might get more referrals, but not at the expense of alienating our friends and colleagues. And certainly not losing the trust of the clients we already have.

How can we do this? How can we construct a conversation that feels right, rather than one that gets avoided?

Together with the PCG, John Niland of Success 121 is presenting a webinar on “Making referrals easier” on Mar 24th 2010 at 9am GMT or 10am CET. This will address how to make the referral conversation easier, and also how to follow-up leads and introductions.

There is no charge for this event, but space is restricted. If you would like to reserve a seat, you can do so by visiting www.success121.com or by clicking on this link: https://www1.gotomeeting.com/register/303361968