It always amazes me how resistant accountants and lawyers are to asking their most loyal clients for referrals! I ask them to reverse the scenario - what if
the client asked YOU to make an appropriate introduction on their behalf....how
would you feel about such a request? No
biggie after all, right? Of course,
asking them to make this shift requires a dialogue - a bit of a role play - but
it's worth it to initiate this vital change in the perception of the
professional service providers we serve!
Recently, I was able to convince a seasoned partner to do
just that - for the first time she started asking for new business -and
WOW! She was able to track more new
business in that three month than all of last year - no kidding! Asking referrals is the EASY BUTTON - so
press it!
Lisa
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