Suggested Learning Projects:
Î 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? Î Observational Coaching: Ask the employee to observe their peers as they 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:
Î 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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