Suggested Learning Projects:
→ Success Imperative: Have the individual come back to
your next coaching session with five examples of
situations where they felt they successfully leveraged a
positive client relationship to ask for a referral.What
strategies did they implement in those situations to make
the conversation successful? What was most
challenging in those conversations and how did they
address those challenges?
→ Observational Coaching: Ask the employee to observe
their peers asthey ask clients for referrals. What
strategies do their peers have in place that bring them
the most success? What challenges do their peers face
in those conversations, and how do they navigate those
challenges? What takeaways can your coaching target
put into place in their own referral conversations with
clients that they have positive relationships with?
Supplemental Coaching Strategies:
→ Non-Verbal Coaching: As you have the opportunity to observe the
employee in their referral conversations with clients, write them a card to
let them know specifically what they are doing well and leave the card at
their workstation. Share with them how their efforts are appreciated by
you and are beneficial to the individual in further building those positive
client relationships.
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