So you want more referrals, eh? Okay, here are two questions you can ask people that should do the trick:
- “Who do you know who. . .?” (and yes, I know it’s “whom”), and
- “Will you introduce me?”
Yep, that simple.
Of course you have to finish the first question so that it frames the referral request properly. If your request is too broad (i.e., “. . .who might need my services”) you’re making it too hard on the person you’re asking. They can’t see, in their mind’s eye, anyone who fits that description, at least not without a lot of work on their part.
If your request is too narrow, (i.e., “. . .who owns an ios app development company and wants to file a patent claim against Apple”) you’re probably not going to get a lot of positive response.
Your work is to write a question that’s not too hot, not too cold, but just right for the person you are asking. Don’t ask them to mentally inventory everybody they know in search of someone they can refer to you. Help them narrow their focus to a handful of candidates so that they can spot someone who fits the description.
You can do the same thing to get referred to prospective referral sources instead of directly to clients: “Who do you know who is a fee-based financial planner in West LA or the South Bay?”
Even though you ask the right question, you’ll still get people who don’t know anyone they can refer, or don’t realize that they do. That’s okay. You’re follow-up question is, “Who do you know who might know someone who does. . .?”
If they don’t know a fee-based financial planner in West LA or the South Bay, they might know an accountant who does. Or a commission-based planner who does. Or a planner on the other side of town who does. Help them to help you by asking a question they can answer, and they will.
Oh, and always ask, “Who do you know,” not “Do you know anyone. . .?” The former assumes they know someone and, through the power of suggestion, makes it more likely that they will come up with a name or two. The latter begs them to say no.
Ask enough people, “Who do you know. . .” and “Will you introduce me?” and before you know it, you’ll be talking to someone who can hire you or refer you to someone who can.
