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Chapter 21. Make It Rain Clients > Make Asking for Referrals a Ritual

Make Asking for Referrals a Ritual

If you don't get referrals, perhaps you haven't established a routine for asking for them. Make asking for them an integral part of what you do with every client. You'd never fail to mention billing procedures, would you? Asking for referrals should be even more central.

Bill Cates, www.ReferralCoach.com, dubbed the "Champion of Referral Selling," suggests "foreshadowing" as a way to let the client know that you'll eventually ask for referrals. Early in the relationship, often even before someone has become a client, it's possible to "foreshadow" with comments like, "Since my business is built on referrals..." Or, "Sam was referred to me by Janna at Kidder, Wilson, and Smith."


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