Do you hesitate to ask your clients for introductions? Having an exit line will give you the confidence to ask for that introduction.
You are having a great meeting with a client and they say to you, “Rob, I love what you are doing for me and my family. You do a great job.” This is what you want to hear! You repeat it back to them. “Thank you for saying that. We work really hard to deliver our services.” Then using that opportunity to ask for a referral, “Is there anyone else that comes to mind you think would benefit from what we do for you?”
Everything is going great up to this point. (You might even be unconsciously holding your breath waiting to hear the name of that introduction). And the client says, “Gosh, Rob, I really can’t think of anyone right now. “
You have a choice at the point to push them or just plant a seed. If the timing isn’t right to ask them to brainstorm with you on who else might be a possible prospect you need to have an exit line. Here is one that works brilliantly: “Well, thanks for thinking about me. Just know I am never too busy to help people like yourself.”
You are taking a step out of your comfort zone by asking for the introduction (see article on building confidence) and you have an ejection seat will get you out of the situation you feel has become awkward – thanks for thinking about it. Just know that we’re never too busy to help people like you– and you plant the seed.