What?! Stop giving referrals?!
Okay. Maybe that’s a strong statement, but in today’s newsletter I want to introduce you to a much more powerful way of giving referrals.
Maybe we’ll call it Referrals 2.0.
It’s a much more active powerful way to connect people compared to the way most people make referrals and it really doesn’t take that much more effort. Just a little awareness and a change in approach.
Referrals vs. Introductions
As a massage professional I’m sure you make referrals to other professionals in your community all the time, however…
…for even more impact add the power of a Personal Introduction.
A referral is not a personal introduction. A referral is typically a suggestion: “If you are doing that event, I would suggest that you call Nicki at City Flower Shoppe to help with the floral arrangements. Let her know I sent you.” Or, “I’d recommend you see Dr Karen, my chiropractor. She could really help with your neck problem. Let me give you her number.”
A personal introduction is much more than a suggestion:
- A personal introduction connects people in a powerful way.
- A personal introduction puts you clearly at the center of the dialogue.
- A personal introduction demonstrates to both parties that you really care about your relationships with them.
- A personal introduction creates a sense of reciprocity from the people you are introducing and greatly increases the chances of getting referrals in return.
You can make personal introductions any time you see the opportunity. You may make an introduction at a social event or a business event. But don’t wait passively for the opportunity to arise spontaneously. Be proactive and actively look for opportunities to help people in your network by making introductions.
Although introductions are much easier to do in person, getting the right people together in real life is seldom going to happen. So you need to initiate the dialogue.
Here’s how to do it…
- Send out an email and copy both parties. Send an email, even if you’ve already made a referral in person when your client was at your office.
- Be sure to talk about what they each do. Say something like, “Nicki, I wanted to drop you a note to introduce you to Dr Karen Green, the owner of Community Chiropractic. I’ve mentioned her name a couple times in the past. Karen has been my chiropractor for over 5 years now. Karen, Nicki owns City Flower Shoppe and she makes these amazing flower arrangements for all kinds of events.”
- Next, tell them why you think they might find value in knowing each other. “I thought I should introduce the two of you. Karen, you’ve always taken exceptional care of my existing clients and I thought you could help Nicki. I was mentioning to Nicki that she could benefit from a series of adjustments to compliment the work I’m doing with her right now.”
- Let them know it is up to them to move forward. Now that you’ve made the introduction and suggested how they might work together, your part is done. “Nicki, I’ll leave it in your hands to follow up with Karen. I know you’ll be in excellent hands.”
This approach can certainly extend beyond referring clients to other health care professionals. Maybe you want to connect Nicki, who does floral, with another client or friend who is a wedding planner to find out if there is some synergy and whether they may be able to joint venture. The key point to take away is that you are helping people by providing an opportunity for them to connect and possibly benefit from what each one has to offer.
And although I’ve used the example of sending a personal introduction email because it’s more real or powerful than simply giving a referral, never pass up any opportunity to connect people. For example, be sure to use personal introductions at any in-person event.
This is especially great if you can circulate the room with a friend who can provide personal introductions and toot your horn while you do the same for them.
It’s certainly a lot easier than going on and on about yourself and it’s a much more powerful way to make a lasting impression. You’ll find that people you introduce like this truly appreciate your efforts and are happy to reciprocate by sending referrals your way!
This Week’s Featured Resources:
1. How to Get Non-Stop Referrals….
You know that networking is a powerful practice building tool, but the truth is networking is just not a lot of fun. You have to attend all those business functions and do all that mingling with groups of strangers. Hours and hours of smiley-facing, hand shaking, and small talk is enough to make you want to crawl in a hole.
But networking is a highly effective way to generate streams of referrals. So how do you do it without all the time and social discomfort that’s involved?
Discover the Secret to Non-Stop Referrals
The Non-Stop Referrals e-course from BodyworkBiz is highly effective method for putting yourself at the hub of a network. The same strategy can easily be easily implemented by using one of the most untapped social media networks: LinkedIn.
I’d highly suggest registering for Lewis Howe’s new course: LinkedInfluence. It’s certainly changed the way I think about social networking and it comes highly recommended.
Get the LinkedInfluence Course