When attending networking events and speaking to people about the type of business they want, one of the most unhelpful phrases I hear too often is “I can help anyone.” Saying you can help anyone doesn’t actually help anyone.
When I hear this message it makes it hard for me to picture what a client looks like for someone as I don’t have a starting point, or a frame of reference to begin to form a picture of “how” I can help them.
Anyone also gets lost with the thousands of thoughts in my head for that day. Things like, what time is my next meeting? Have I booked my physio appointment, what shall I cook for dinner? There isn’t enough information for me to form a connection with how I can help.
If you want to increase your referral rate you really do need to help the people you are asking to bring you referrals by helping them understand who your ideal clients are. I understand that many businesses can indeed help lots of people, however you shouldn’t want just anyone as your client. There are many reasons why you don’t want anyone.
Why you don’t want anyone;
- Some clients are poor payers
- They would take all of your time and you’d struggle to meet your other client obligations
- Very demanding clients may want to micromanage how you work with them.
- Their values and ethics are different from yours
By being able to articulate what your perfect client would look like, you will increase your referral rate dramatically which will enable you to work with clients that you actually enjoy working with. Things to say instead of “anyone who” could include;
How to be more specific
- State the sector your clients operate in
- Say the name of a company, or even better the name of the right person for you to speak to in a Company
- You could describe the problems you solve for companies and explain which type of companies have those problems
- Mention the clients you really enjoy working with, ones who fit with your values and ethos
- Are there businesses with which you have some emotional attachment because of some personal experience you’ve had, you could ask for?
- What types of businesses have have helped already and how they are better having worked with you?
- You could describe other businesses that complement what you do and work with the same target clients as you.
The more specific you can be the more likely your message will get through the myriad of thoughts the people you are speaking to have everyday. This will enable them to identify people they know in their network that you may be able to help.
Be giving some thought to who you’re asking for and by making it easier for others to help you, you can really ramp up your referral success rate.
If you enjoyed this blog and would like to how to get the most from your networking then you can download my free ebook “47 Networking nuggets” by clicking on the link below.
To your continued success
Dave Verburg
Asentiv
https://merseyside.asentiv.com/networking-nuggets/