An opportunity for a fellow member to present their business to someone who is in the market to buy the product or service where that presentation will be expected and looked forward to.

1. REFERRALS

2. Referrals are not only for other people…
Referrals for ourselves are important
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Do we generate enough?

3. Most people like to help
Choose when to ask for a referral
Ideally on a high – successful completion
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4. Asking is based on confidence/belief
Must be specific…
Suggested questions…
Rehearse spontaneity…
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5. Generating referrals for others:
• Based upon confidence in their ability
• Must be specific
• Not just a lead
– What comes on the ends of leads?
• Must be asked for
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6. What is a third party referral?
An opportunity for a fellow member to present their
business to someone who is in the market to buy the
product or service where that presentation will be
expected and looked forward to.
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7. A referral is an
OPPORTUNITY
It is not a guarantee!
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8. Asking for referrals:
• Must not be ‘pushy’
• Must be natural
• Prompts helpful:
• CBC card book
• ‘Supporting local business’
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9. Look/listen for an opportunity
Tell client you know someone who can provide the
service
Ask if OK for the client to be contacted
– potential referrals won’t take the initiative
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10. Acknowledge referral and thank referrer
Make rapid contact with referral
Let referrer know outcome
Worst outcome is no/slow response and/or no come
back for referrer
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11. Aim to become the ‘go to’ for
information and contacts
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