How to Build Your Coaching Practice with Referrals – part 3
In the first two parts of this article we looked at why we want referrals, and what we must do before we request a referral. We’ve established you’ve done some good work for your client.
Now comes the referral request.
2. Ask for Referrals!
In order to get referral business, you do have to ask for it. Many coaches simply do not do this.
Think about your client for a minute. Unless they’ve just landed from another planet, your client (or your sponsor) must know other clients in the same business or industry. And if they’ve had good service, their natural inclination is to tell their friends and colleagues.
So, while you’re face to face, ask if there are three others in his/her position in other companies in the same industry who might benefit from your services. Write down their titles and names. Ensure you get the spelling right.
Ask if you could contact them, but would your client mind dropping them a quick email first (or a quick call) explaining that you will be calling them, as your sponsor thinks they might benefit?
And ask for three referrals, not one, and you’ll more than likely get three.
Of course, this can work within organisations, too. And that’s even easier.
Conclusion
Referrals are there if you ask for them. Get into the habit of following up. You’re likely to pick up more business from your existing client and you’ll gain more referrals.
Even if neither avenue is open right now, they’ll remember you took the time to make sure your work was right. So next time you approach them, it’s more likely you’ll get a referral.
And remember to thank your client following their referrals – they have made a significant gesture for you, and this must not go unrecognised.
Summary
- Successful coaches build their practice with referrals.
- Getting referrals is straightforward and natural.
- Ask for a referral when you’re next undertaking a periodic review with your client.
Alun Richards helps coaches find and reach their coaching niche. Discover yours with Alun’s free mini-course, “Discover Your Coaching Niche”, available from
http://www.nichecourse.co.uk
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