Here is a referral script that we created today.
I am wondering if you could help me?
I recently met with a marketing consultant and he told me the best way to grow my business was to work with my existing clients.
Not just any client, he said to work with clients that you really enjoy working with. Clients that I really enjoy working with and vice versa and I really enjoy working with you.
He suggested asking a few questions … This will only take a minute.
What do you like best about working with me?
What do I do for you that you didn’t expect?
What do I need to do to improve my service?
(If there is service item to complete, get it complete and return to ask the following questions another day.)
Who do you know that is a close business associate or even family member that would appreciate the same kind of products and service that I provide you?
(Wait 3 – 5 seconds …)
Do you know what? What often happens when I ask this question is the person doesn’t have somebody on the tip of their tongue. What is interesting is that when I call them back in a week or ten days, sometimes somebody has crossed their path or comes to mind that would appreciate the same kind of products and service that I provide you.
So I’ll call you back in a week to ten days.