How to Ask for Referrals Without Being Pushy
In the bustling world of business, knowing how to ask for referrals is akin to mastering the art of closing more business. It’s a powerful tool, but one that requires finesse and a light touch. So let’s talk straight – no frills, no fluff – about how to ask for referrals without coming off as pushy.
One golden rule of referrals that remains, however, is that those that give more, usually get more. The logic of this is quite simple: by giving referrals you not only generate gratitude, but also raise awareness, which in turn leads to reciprocity.
Another key point is the law of propinquity. The law of propinquity states that the greater physical (or psychological) proximity between people, the greater the chance that they will form friendships or romantic relationships. In business, however, it means that the more a person is in close proximity, or sees you, the more likely they will think of you & your business when an opportunity arises.
Lastly, when you get a referral from someone, don’t drop the ball! It not only will make your company look bad, but the person who passed you the referral will likely not refer to you again. This is especially dangerous in tangent industries. For example, if you are a realtor & you meet a mortgage lender who passes you a referral, & you don’t contact them immediately, the news may circle back to that lender rendering them unlikely to refer to you again!
Let’s zoom in on the meat & potatoes of this article: how to ask for referrals.
Focus on THEIR Pain Points, Not the Features You Offer
It’s time to flip the script. When you’re looking to ask for referrals, zoom in on your client’s headaches, not your own accolades. Try this on for size: “I’d love to work with more clients like you. Do you know anyone who’s tackling similar challenges in their business?” This approach is genuine and shows you understand that their business struggles are real – and so are your solutions.
Listen Intently: The Secret Sauce in How to Ask for Referrals
Active listening is your golden ticket. When you’re mingling, be on the lookout for opportunities to ask for referrals subtly. Ask questions like, “What’s the biggest challenge you’ve overcome in your business,” or “What’s a business goal you have in the next month?” When asking these open-ended questions (instead of merely talking about yourself), the person you are speaking with often will open up about their pain points, helping you to either offer your solutions or refer them to someone who can help them. When addressing their pain points, phrases like: “I hear what you’re going through. If someone in your circle needs guidance, I’m here.” See what we did there? We offered help without the hard sell.
Remember the golden rule of referrals? Those that give more GET more. Be ready to help them help themselves by being on the lookout for their best interests.
Another key point here, is to get in the habit of being a resource for your network. For example we like to end first time conversations with “Thank you for taking the time to talk with me today! For future reference, I am a resource for people in my network. In other words, if you ever need a specific professional or person to connect with, shoot me a text or email because chances are, I have someone in my network I can introduce you to.”
Get Specific With Your Referral Requests
When you ask for referrals, go niche or go home. Be as specific as possible. One of the things that make us shiver when in a networking group is when we hear someone say, “I’m looking for anyone with hair,” or “An ideal referral for me is everybody.” This doesn’t help people you talk with identify someone who they can refer you to.
For example, if you’re talking to someone from the finance sector, tailor your ask: “Is there anyone you know drowning in spreadsheet sorrows and could use a financial whiz?” Or even, “Do you know anyone who’s recently been married or had children?” That’s how you make your referral request stick. It helps the rolodex in their brain identify people they know easier that simply stating “everybody.”
Start a Referral Program: Sweeten the Deal
Here’s an idea: launch a referral program. It’s like telling your clients, “Scratch my back, and I’ll scratch yours.” Offer a perk that they can’t ignore. Whether it’s a discount, a freebie, or a special service – make it bold and make it count.
The ‘I’m Looking For’ Approach in How to Ask for Referrals
Clarity is your friend. When reaching out to your network, be clear: “I’m looking for business owners facing X issue,” or “I’m looking for a restaurant owner who puts in more than 80 hours a week in their eatery,” or even “do you know any business owners who are pulling their hair out from wearing so many hats and are more in their business than on their business?” This paints a precise picture of your ideal client, making it easier for your network to spot referrals that are right for you.
Promise Value, Then Over-Deliver
This is your chance to shine. When you do land a new client, make the ask early. “We’re pumped to work with you and we’re going to add a ton of value. I’m not asking now, but in a few months, if you think we’re the bee’s knees, I’d be thrilled for you to introduce me to two more people just like you.” Here, you’re not just asking; you’re building anticipation for the referral ask.
Wrapping Up: The Smart Way to Ask for Referrals
One last key, and a crucial one, is to follow up with your referral and with the person who referred a potential client to you. Thank your referral partner, and let them know when you’ve completed the job or the status of their referral. This lets them know that you care, while keeping the law of propinquity in effect!
So there you go, a strategy on how to ask for referrals without the pushiness. Listen for pain points, be clear, be specific, and promise value. And always remember: people want to refer others to businesses they trust. Keep it authentic, keep it about them, and the referrals will follow.
Remember, we’re not in the business of pushing – we’re in the matchmaking business, connecting problems to solutions, one referral at a time. And that, my friends, is how you ask for referrals like a pro.
That being said, if YOU know any professional in sales or business owner who is humble, hungry & smart, while looking for a networking group that maximizes professionals’ time while making them more money, we would LOVE that referral! 🙂
About We&Co Huddles
We&Co is a professional co-oping & professional networking business that was founded in Springfield, Missouri in 2020. While there are many professional networking groups in and around the United States, We&Co focuses on creating small industry-specific groups with five to ten professionals who all have the same target audience but offer different products and services.
In essence, professionals come to us when they want to save time while making more money. These industry-specific groups are essential pods of professionals surrounded by their ideal referral partners.
These small groups of referral partners (called “Huddles) meet up twice a month for an hour and talk strategy on how to become that one-stop-shop for their clients. If you are a professional who is interested in joining or launching your own We&Co co-op (or “Huddle” as we like to call them), feel free to email us here and remember to sign up for a FREE 14-day trial (no credit card details needed).