We all know that the easiest and most effective way to grow your client base is referrals. However, it is easier to approach clients for referrals when you already know what you are going to say to them.
Team Cafemutual spoke to a few advisors to find out what scripts can help you in getting quality referrals.
Scenario 1: Ask for referrals from existing clients
Script 1
“I value the association with you over the years. You tick all the right boxes of an ideal client. I would like to have more clients like you so that I can build my practice. Do you know anyone that fits my ideal client profile? Would you like to tell them about me?”
Script 2
“I have a favour to ask of you, but only if you are fine with it. You are so great to work with. I would love to find more clients like you who are (mention the qualities). Do you know more people like you who would like to have their finances managed by an advisor?”
Script 3
“I presume you are happy working with us and satisfied with our services. Since things are going so well, I would really appreciate it if you please recommend me to your friends or relatives who you think can benefit from my services?”
Scenario 2: Asking for referrals from new clients who have come through a referral
Script
“I really enjoy working with you and I am really happy (name of the person) introduced us. It is only because of him that I met you. So I wanted to ask if you know anyone else who is looking for financial guidance. Would you feel comfortable introducing them to me?”
Scenario 3: When you want your client to introduce you to a specific person
Script 1
“I noticed from your LinkedIn profile that you are connected with Mr. Sharma. I would like to get to know (name of the person) and offer my services. How well do you know him? Would you mind introducing me to him?”
If the client says he does not know the person too well – “Do you know anyone who could introduce me to him?”
Script 2
“I would like to meet your friend (prospect’s name) from your (club’s name). Since you know closer to the group than I, do you think he or any of the others would be interested in my services? Do you think you could introduce me to these people?”
