如何請求推薦並獲得更多客戶

 請求獲得推薦不像你想象般的困難

你已經知道，獲得推薦是促進業務發展的最佳途徑之一。

你可能沒有意識到的是，你可以通過做一件簡單的事情——學習如何詢問推薦人，來成倍地新增你得到的推薦人的數量，顯著地新增你的客戶群。

你看，不管什麼原因，許多小企業的人都不為推薦而煩惱。也許他們只是假設他們的客戶會對他們口碑很好。

也許他們覺得要求轉介，會不舒服。當然，他們希望得到推薦，但他們沒有做任何公開的事情。所以當工作完成後，他們就走開了，把一半的晚餐留在盤子裏。

在桌子的另一邊，客戶有他自己的顧慮。他們都與幫助你發展業務和吸引更多客戶沒有任何關係。但是假設你做的很好，客戶對你的表現很滿意，那並不是他們不想幫你，而是他們永遠不會想到這件事……除非你開口要求他們。

那麼你想得到更多的客戶嗎？然後拋開你的神經質，強迫自己養成向每一個滿意的客戶尋求推薦的習慣。

如何要求推薦：克服你的恐懼

· 記住，大多數人喜歡幫助他人（如果他們沒有負成本）。

· 提醒自己，最糟糕的情况是客戶說“不”。這，不太可怕吧？

· 在你的項目例行計劃中要求客戶推薦其他潛在客戶。對於大多數項目，都會與客戶進行最後一次會面，這是要求推薦的最佳時機。

使用腳本請求推薦

至少在要求推薦之前，讓這樣的做法這成為你的一個習慣。

記住，你不是在做奧斯卡獲獎感言。

當你推薦要求時，要真誠和直接。比如說：

“我真的很高興你對我的工作感到滿意。如果你把我的名字傳給任何你認識的對我的工作感興趣的人，我會非常感激的。我可以多留幾張名片給你嗎？”

把多餘的名片留給別人會讓他們更容易把你的名字和聯繫方式傳給別人。

這個腳本的另一個版本是更直接，當你請求推薦人的時候，你會想要直接得到其他潛在客戶的名字。例如，您可能會說：

“我真的很高興你對我的工作感到滿意。我一直在尋找推薦人，想知道你是否認識其他對我的工作可能會感興趣的人。”

停下來看看他們說什麼。有些人會提供一些名字。有些人會說，“是的，也許”，但不會提供任何進一步的資訊。有些人會說“不”，但至少你試過了。

如果他們提供姓名，記下姓名，詢問對方是否介意你直接聯系他們，或者他們是否願意自己把你的資訊傳給他們。如果他們不提供姓名，就像前一個請求推薦腳本一樣，詢問您是否可以留下一些額外的名片，以便他們傳遞。

對做要求推薦的提示

· 應該當面提出推薦要求。這不僅是對你的客戶更尊重，而且更能成功。如果某人站在他們面前，人們總是更有可能為別人做些事情。（如果您不方便安排出當面會面的情况下工作，可以通過電子郵件或電話請求推薦。）

· 如果可能的話，提交帳單時不要要求推薦客戶。

· 您請求推薦的時間也是可以向客戶索要一份推薦書、公司的簡短書面背書或您的作品的最佳時間，如果您有一份和其他行銷資料如小册子，您可以在您的網站上使用這些資料。（不要指望有人當場為你寫推薦信；要麼給他們留一張他們可以使用的列印卡或表格，要麼讓他們用電子郵件發給你。）

你要求推薦的越多你得到的就越多

不要讓你自己的羞怯或恐懼阻礙你的業務發展。推薦人會給你更多的客戶。而且你要求的推薦越多，你得到的推薦就越多。這是因為客戶知道你想要一些。這是一個小小的努力，但是可以得到一個巨大的回報。

How to Ask for Referrals and Get More Clients

Asking for a referrals is not as difficult as you might imagine.

As you already know, getting a referral is one of the best ways to promote business development.

What you may not realize is that you can multiply the number of referees you receive and significantly increase your client base by doing a simple thing - learning how to ask a referee.

You see, for whatever reason, many people in small businesses are not bothered by the referral. Maybe they just assume that their clients will have a good reputation for them.

Maybe they feel uncomfortable asking for a referral. Of course, they want to be recommended, but they don't do anything public. So when the work was finished, they went away and left half of the dinner on the plate.

On the other side of the table, the client has his own concerns. They have nothing to do with helping you develop your business and attracting more clients. But suppose you do well and your clients are satisfied with your performance, it's not that they don't want to help you, it's that they never think about it... Unless you ask them.

So do you want more clients? Then put aside your neuroticism and force yourself to develop the habit of seeking referrals from every satisfied client.

How to Ask for referral: Overcome Your Fear

· Remember, most people like to help others (if they don't have a negative cost).

· Remind yourself that the worst scenario is when the client says no. Isn't that terrible?

· Request clients to recommend other potential clients in your project routine plan. For most projects, the last meeting with the client is the best time to ask for referrals.

Use scripts to request referrals

Make this a habit, at least before you ask for a referral.

Remember, you're not making an Oscar-winning speech.

When you ask for referrals, be sincere and direct. For example,

"I'm really glad you're satisfied with my work. I would appreciate it if you could pass my name to anyone you know who may interested in my work. Can I leave you some more business cards?

Leaving extra business cards to others will make it easier for them to pass your name and contact information to others.

Another version of this script is more direct, and when you ask for referrals, you want to get the names of other potential clients directly. For example, you might say:

"I'm really glad you're satisfied with my work. I've been looking for referrals to see if you know anyone else who might be interested in my work."

Stop and see what they say. Some people will provide names. Some people will say, "Yes, maybe," but will not provide any further information. Some people say no, but at least you tried.

If they provide names, write them down and ask if they would mind contacting them directly, or if they would like to pass on your information to them by themselves. If they don't provide names, just like the previous request referral script, ask if you can leave some extra business cards for them to pass on.

Tips for asking for Referrals

· Referrals should be made face to face. This is not only more respectful to your clients, but also more successful. If someone stands in front of them, people are always more likely to do something for others. (If it's not convenient for you to arrange for a face-to-face meeting, you can request referrals by e-mail or telephone.)

· If possible, do not ask for referral when submitting bills.

· The time when you request a referral is also the best time to ask a client for a referral, a company's short written endorsement or your work. If you have a copy of other marketing materials, such as brochures, you can use these materials on your website. (Don't expect someone to write you a letter of referral on the spot; leave them a printed card or form they can use, and let them email you.)

The more referrals you ask for, the more you get.

Don't let your own shyness or fear hinder your business. Recommenders will give you more clients. And the more referrals you ask for, the more referrals you get. This is because the client knows you want some. It's a small effort, but it pays off enormously.