Steven Covey in his brilliant book, The Seven Habits of Highly Effective People, writes about using your R&I to become more proactive in business and in relationships. “R and I,” according to Covey represent using your Resourcefulness and taking Initiative to get the results you desire.
What are the R and I’s for building your business and getting great results? I believe Covey’s work can most certainly be applied. However, I wonder if there are other R and I’s that can be used to bring more business. Might I suggest that you begin to use Recommendations and Introductions in a systematic way to attract more clients to you and your company?
Let me explain. I believe when we systematically ask our current clients to recommend us to others and to introduce us to specific prospective clients it will bring even greater business our way. Think about it. Our current clients are happy with our services, respond well to our service, and are qualified to do business with us. Who do our clients connect with each day? People just like themselves. People who we would love to have as clients.
How do to you ask for recommendations? Another term for recommendations is testimonials. David Bush, founder and creator of eLifePlans.com recommends that for every session you have with a client you either ask for a testimonial or a referral. It’s not difficult. You ask your client, “have you found this service beneficial? If so, would you be willing to recommend me to others in your company or sphere of influence?” I’ve yet to have a client say no to this suggestion.
To be successful in collecting recommendations, you must follow up. People get busy and they will forget the importance of giving you a recommendation. A simple reminder phone call or email usually will help you gain the successful recommendation.
How do you ask for introductions? In November, 2007, at the International BNI Conference in San Diego, Ivan Misner, founder of the largest business networking organization in the world, encouraged successful networkers to begin asking for introductions to specific prospective clients. It’s not just asking for a referral, it’s asking for an introduction to your prospect that really makes networking work. I’ve found this kind of script to be helpful:
“John, we’ve really seen this [product or service] to be very beneficial to realtors. I’m looking to connect with XYZ Realty and I’m wondering if you would be able to introduce me to the broker there?”
Following up is essential in order to be successful in getting the introduction. It’s not that people don’t want to make recommendations and introductions for you; it’s that they get busy and distracted. Give them a follow up phone call or email and you’ll discover success.
Growing your business includes using your resourcefulness and taking initiative in asking for recommendations and introductions. As you take this type of proactive approach in growing your business, you’ll begin to achieve exponential success.
Author's Bio
Michael B. Harrison is a success coach with eLifePlans.com, a peak performance coaching company where he provides trust-building and business referral coaching services to top executives in the financial services industry. Michael also serves as director for BNI, the world’s largest business networking organization.
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