→ Role Play: Practice brings about confidence – have the individual practice these scripts with you as if you are the person they are asking
for the referral from. Without breaking out of roles, practice the
conversations so that the individual is prepared to have them with real
customers. After each practice conversation, ask the individual to give
themselves feedback after hearing the conversation out loud on what
they feel they did really well and what they would like to improve upon
for next time.
Suggested Learning Projects:
→ Peer-to-Peer Coaching: Assign the individual to meet with a new peer
each week to practice and role play asking for referrals. They should
also discuss with their peer the strategies that they have in place that
have brought them success in asking for referrals. Discuss with your
coaching target what they learned at your next coaching session.
→ Self-Directed Learning: Ask your coaching target to seek out tips
and tricksthrough articles and related books on asking for referrals.
The more tools they have in their toolbox, the more they will be able to
facilitate confident referral conversations.
Supplemental Coaching Strategies:
→ Non-Verbal Coaching: As you are able to observe the individual
become more comfortable with asking for referrals, take a moment to
leave a handwritten note at their workstation sharing with them the
specific actions they have taken to show that confidence.
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