Confidence in Asking for Referrals
Suggested Strategy: Utilizing a Rating Question, help the individual become aware of their own comfortability in asking for referrals and build a strategy to help them become more comfortable to reach success.
Suggested Questions:
Î Rating Question: On a scale of one to six, with six representing a complete comfortability in asking for referrals and one representing that you are entirely uncomfortable and may even prefer not to do it, where would you rate yourself and why? Î Self-Actualized Question: What actions can we take together to help you reach a six and become entirely comfortable in asking for referrals?
Suggested Activities:
Î Discussion: Work with your coaching target to create scripted conversation pieces to help them be prepared to ask for referrals in their conversations. Ask them to think about specific situations in which they would utilize these scripts. Î 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.
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