Leveraging Positive Client Relationships to Ask for Referrals
Suggested Strategy: Often in a situation such as this, the employee you
are coaching simply does not know how to ask for the referral or is afraid
to offend a client by asking for the referral. Help them practice the skill
in a role play setting to help build their toolbox and their confidence.
Suggested Questions:
→ Present & Respond: If I were to hypothetically present to you that you
need to improve your ability to leverage positive client relationships to
ask for referrals, how would you positively respond to that?
→ Self-Actualized Question: What specific actions do you think you
would be committed to taking in response to that feedback?
Suggested Activities:
→ Role Play: Work with your coaching target to create scripted
conversation pieces and strategies, keeping in mind specific client
situations in whichthey could implement them, to use in leveraging
positive client relationships to ask for referrals. Then, have them
practice these strategies and scripts with you as though they were
asking a real clientfor the referral. Ask them to give him/herself
feedback after each practice conversation as to what they feel they did
well and what they might want to improve for the next conversation.
What actions will they specifically take to make those improvements?
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