The following is a summary of our 10-step referral harvesting strategy:

Step 1 – Make a list of at least 20 potential referral sources, including:

Existing Clients

Centers of Influence

Industry Service Providers

Colleagues and Affinity Groups

Step 2 – Set a weekly referral request objective (minimum of 2 per week).

Step 3 - Decide when and how to make each referral request, either face-to- face or over the phone. Never through the mail!

Step 4 – Prepare a script for your request that:

Discloses your intention

Includes a “relationship reminder”

A professional request

A qualifying statement

Reassures and assists

Includes a professional thank you and a follow-up plan

Step 5 – Ask and respond appropriately

If the answer is “yes”, move to step 6

If the answer is “I can’t think of anyone”, help them think and consider providing a list of desirable prospects.

If the answer is “I don’t give referrals”, find out why, accept the reason, and ask for a reference or testimonial.

If the answer is “I can’t recommend you”, find out why and commit to saving the relationship.

Step 6 – Immediately send a “thank you” note that includes a description of your follow up plan.

Step 7 – Send a referral approach letter to every referral contact and copy the referral provider.

Step 8 – Follow-up each letter with a phone call to:

Set an appointment with qualified accounts.

Review, advise, and refer unqualified accounts.

Step 9 – Continue to update the referral provider on the status of each referral, including the “bad news”.

Step 10 – Send a personalized thank you gift to referral providers that generate new business.