Instead of asking "Do you know anyone you can refer me to?", start by getting clients to describe how your service helped them. Then ask an absurdly high number, like "Would it be crazy if you referred 3-4 people?" When they say no to the unrealistic ask, they're more likely to say yes to a real referral.
When you ask for referrals from your clients, do you notice that you rarely get any? Let me show you why that's happening. Actually, I'm going to show you how to change up a little bit. Now, instead of asking them, do you know anyone you can refer me to, which is weak, empathetic, don't ask it that way. First, you're going to ask this question and get them back into that results-based thinking. How do you feel we've been able to help you the most, Sally? Oh, you've been able to help me with this, you've been able to help me with that. So I've gotten her or him back into that mindset of Here's how you've helped me get this result. Then I'm going to ask this type of question, and there's variations of that. Would it be— I mean, would it be a crazy idea if we had you refer 3 or 4 people that are also struggling with XYZ? Would it be crazy if I asked you that? No, it's not crazy. Who would you know who might be struggling with XYZ? Or would it be completely unrealistic if I asked you to refer 2 or 3 people who might be struggling with XYZ? Would that be unrealistic if I asked you that? Or, "Would you be opposed to referring 3 people who might be struggling with XYZ?" See, I'm getting them to say no, which eventually leads to a yes.
