Referral Triggers

Protégé: Process – Welcome aboard

What onboarding system do you have for new clients, to set their expectations? platform: What to DO to GET Referrals program: Protégé pin:  Process point:  Welcome aboard

Protégé: Process – Check it out

What trial do you offer prospects to help them in their decision to choose you?   If you don’t offer a test, describe the reason why it’s not necessary.     platform: What to DO to GET Referrals   program: Protégé pin:  Process point:  Check it out

Progress: Pass On – Keep the relationship

To get client referrals it’s important to stay in touch. How do you use an introduction as a reason to stay in touch with a client whose project is complete? Tell the story of a specific client, tell who you introduced, and how your past client profited. ​ platform: What to DO to GIVE Referrals   program: Progress pin:  Pass On point: …

Progress: Pass On – Keep the relationship

To get client referrals it’s important to stay in touch. How do you use an introduction as a reason to stay in touch with a client whose project is complete? Tell the story of a specific client, tell who you introduced, and how your past client profited. ​ platform: What to DO to GIVE Referrals   program: Progress pin: …

Progress: Pass On – After

When you complete a project the client’s life goes on – and they have a new need. Describe the benefit your work allows clients to move to next. Do you talk about this with them at the beginning of your work together, or as you’re nearing completion? What triggers this “next steps” conversation? ​ platform:…

Progress: Pass On – During

None of us is the only vendor for a client. It’s natural to recognize additional needs. Tell us about one client, and how you identified additional work they needed from another provider in order to get the best benefit from you. Who did you refer them to, and how did you make the introduction? ​…

Progress: Pass On – Before

Clients come to us in context – there was a before, and there will be an after. What do your clients need to have in place before you can begin? ​ platform: What to DO to GIVE Referrals   program: Progress pin:  Pass On point:  Before Referral Trigger for the week of March 1, 2021

Perspective: Pronouns – Their benefit

A referral is for the benefit of the client – their benefit – not the benefit of the Team Member who makes the bank deposit. Pick one client, tell what their initial problem was, then describe the resulting benefit they got because of what you did. What was their result – and why was that…

Perspective: Pronouns – Referral responsibility

The pronoun “we” makes referrals risky because it introduces an unknown person, with unknown performance skills. To stimulate referrals switch “we” to “I”. Share a story that showcases taking personal responsibility for a client. platform: What to SAY to GET Referrals       program: Perspective pin:  Pronouns point:  Referral Responsibility Referral Trigger for the week of February 15, 2021

Perspective: Pronouns – Do it for them

“Know your audience” is a common mantra for speakers. This Team’s purpose is not to become clients—it is to refer new clients. The pronoun “you” is used to sell, as in “I do this for you.” To stimulate referrals, use the pronoun them – “I do this for them.” Using they, their and them, describe…