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:
Î 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? Î Self-Actualized Question: What specific actions do you think you would be committed to taking in response to that feedback?
Suggested Activities:
Î Role Play: Work with your coaching target to create scripted conversation pieces and strategies, keeping in mind specific client situations in which they 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 client for 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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