Referral Language

Referral Language

Language to generate referrals in various stages of client interaction (From my new book, Million Dollar Referrals from McGraw-Hill, which will be released in mid-2011.)

New Clients, Project Launching

• “As we move forward, it’s common for me to request referrals from my client partners, since that is the source of most of my business. I hope you’ll consider agreeing to do that when the time is right.”

• “Referrals are the ‘coinage of my realm’ in this business, and I’m going to work very hard to maximize your project’s outcomes so that you’ll be very comfortable is providing these at the right point.”

• “It’s very early, but my experience is that it’s not uncommon for my clients to want to share their results with others. I want to assure you that when you provide referrals, and if I accept their business, you will always have my highest priority and I would never endanger that.”

• “Since you and I actually met through a referral, you know how effective that is for others who for whom we both believe I may be a good ‘fit.’ I’m happy to discuss that with you if you are ever questioned about our work together.”

• If you encounter people inside or outside of the organization whom you believe could benefit from my help, I’d be happy to be of further service to you and to them.”

Existing Clients, Project Underway

• “As we’ve progressed, I’ve received some indirect inquiries from some of your colleagues. Would you be comfortable introducing me?”

• “Would it make sense to approach the other units which have relationships to our project to see if they are amenable to becoming part of it?”

• “When the project began, I mentioned the potential of referrals from you to people who might also benefit from this value. While it may be premature to approach them, it’s probably a good time to understand who they may be.”

• “Are there people outside of the organization with whom you’d like me to share some of these approaches?”

• “Who else within the organization do you think I should be talking to as this project approaches completion?”

Existing Clients, Project Concluding

• “As I mentioned at the outset and along the way, referrals are the lifeblood of my business. To whom would you be willing to introduce me at this point?”

• “While we’re still together but before this project concludes soon, can you suggest who else I should be talking to here for similar benefits?”

• “If you had to choose three names of people who might be interested in this type of value, which would they be?”

• “It seems to me there are three logical continuation points for me, do you agree, and would you introduce me to your counterparts?”

• “You had mentioned several people whom I should meet when the time is right. Are you prepared to introduce me at this point?”

Past Clients, Projects Concluded

• “I thought I’d contact you to provide some things which might be of interest, up date you on my work, and ask if you have anyone whom you would recommend I contact.”

• “Looking back to our project’s results, and forward to what’s likely in the future, whom would you recommend I be contacting in your organization to provide similar value?”

• “Have you met or considered anyone in your professional circles outside the organization for whom an introduction would be a win/win/win dynamic?”

• “I’m making one of my quarterly calls to see how you’re doing and inquire as to whether you might have some people to recommend to me.”

• “I’ve thought of some people with whom it might make sense to work, and I was wondering if you had a relationship with any of them and might agree to introduce me.”

© Alan Weiss 2010. All rights reserved.