Victoria Trafton of Referral Institute (2011) writes, “The top 3 reasons why business people, with great relationships don’t get referrals is because 1. They don’t ask for them. 2. They ask the wrong people and 3. They ask at the wrong time.”
Do not be afraid to ask but be sure that you ask in a way that brings a name to mind for someone. Describe your ideal client in detail. Help the person you are speaking to understand exactly who it is you are looking for.
Asking the right people is critical. Who in your prospect list have access to and influence with your ideal client. Surround yourself with partners that provide products and services complimentary to yours, and ask at the right time. Be sure that your relationship with your referral partner is solid, and at the creditability stage before you expect them to refer you into their very important relationships.
Be patient. Relationships are built over time and require continuous follow up.
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