The Right Question.

Everybody wants referrals.  But many people are uncomfortable asking existing clients or customers to refer new ones.  So don’t.  Instead, try this approach that one of our clients shared with us.  When you talk to an existing client or customer, describe the kind of prospect you think you serve best — your ideal candidate.  Go into detail.  Then ask them this question: “Who does that remind you of?”  This is so much less intimidating than just asking for a referral, and puts your existing client in the position of helping both you and the person they name.  Everybody wins.  (And be sure to let the referring client know how things go with the person they refer.  That makes it much more likely they’ll do it again.)