While coaching a successful advisor, I quickly realized that he was – unconsciously and inadvertently – sending all the wrong messages to his clients, that worked to minimize his unsolicited referrals and introductions.
The good news is that this is a fixable state of affairs. It’s simply a matter of awareness and then some adjustments in habits.
Let’s start with YOUR awareness. Are you making any of these mistakes?
Are you a victim of any of these 3 silent Referral Killers?
1. Sending signals that the meeting is over – before you conduct the value discussion.
If you don’t put Value Discuss (or similar words) on the agenda, or you make it seem like the meeting is over, before you get to it, your clients will mentally done with the meeting and thinking about where they’re headed next.
The “I” in our V.I.P.S. Method™ stands for “Treat the request with importance.” Two ways to do this is to make sure you have enough time (working from an agenda) and not making this an afterthought, but building it into the meeting.
2. Sending signals that you’re too BUSY to take on new clients.
Let’s say you’re having a very busy day. A client calls – someone who has become a friend over the years – and they ask you, “How’s your day going?”
Your response is something like, “This is a crazy-busy day. I’m going from one call to another. But I’ll survive. How are you?”
You may have, inadvertently, said to your client, “I’m too busy to deal with any introduction you are thinking of making to me. You better send those great clients somewhere else.” Sad!
3. Sending signals that you’re too SUCCESSFUL to take on new clients.
You dress like success: custom tailored suits and shirts with your initials on them.
You drive like success: a top end automobile; possibly more expensive than many of your clients can afford.
You keep time like success: a different watch each day that coordinates with your suit, belt, and shoes.
Be careful! You just might be sending the message to your clients that “You’re done!” You might be sending the message that you are no longer interested in taking on new clients – even if they would be your next A+ clients.
How might you be sending the wrong message to your clients and centers of influence? (I really want to know!)