How to get referral business from people you know & from past & present clients !

I was on the phone the other day with a friend who also has his own business.

He asked me “ Tony, I’m not having any luck getting referral business from current & past clients or from people I know!”

Firstly, I eased his worries letting him know, most business owners & entrepreneurs can’t effectively capture business from their clients or people they know.

But then I asked him what his strategy & method was for trying to get business from those people.

He told me he asks each of them to think of 5 people that they can connect him to that can use his services.

Well right there I knew why he wasn’t getting any business ! & it’s the same reason so many others can’t get business from people they know or from past & present clients !

Because people try to GET without giving !

& yes, I understand if the person is already your client or was your client, you GAVE them something; your product or service, but be mindful, that is what they PAID for !

Don’t expect them to go above and beyond to open you up to their networks for you delivering what was paid for !

You need to GIVE more in order to GET !

I told my friend instead of asking the person for 5 people they know that could use his services, to ask the person who they would like to be connected with that can add value to THEM !

Now, some of you may know & do this already, HOWEVER, what most people don’t do, is connect them on the spot!

When I talk to someone & they tell me who their looking to connect with & I think of a person or persons that would be great for them, I throw them in a group chat in that exact moment !

Stop waiting, show the other person you're serious about helping them & providing value to them!

Now just because you give them connections DOES NOT mean you should expect anything back from them!

But if you give value & connections to the person, then their much more likely to pass people your way when someone says their looking or need help with whatever it is you offer or do!

Business is about relationships, the long term game, & adding value to as many as possible always !

So to recap, to get business from people you know or from past or present clients, ask them who THEY would like to be connected to, who could be of value to THEM, & who their target market is !

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