<p><span style="font-family: Arial;"><span style="font-size: small;">I have a system for keeping track of referrals that I have used since 1994 when Ken Lutz taught it to me.&nbsp;<br /><br />Step 1: Get yourself a journal you're going to love to carry with you every day</span><br /><br />It should have the following;<br /></span></p> <ul> <li>Hard binding</li> <li>Lined pages</li> <li>Convenient size (I prefer the 5 1/2" x 8 1/2" myself)</li> </ul> <p>It should not have the following:</p> <ul> <li>Spiral binding</li> <li>Bulk/oversize</li> <li>Funky cover</li> </ul> <p>The goal is professionalism here so you should have a journal that says that. I've even seen the journals at Walmart that are blank, leather-look covers and hard bound.<br /><br />Now that you have that, here's a scenario for using it. I know it sounds a bit old-fashioned, but guess what? It still works and it's a low-pressure, non-manipulative way to get both a testimonial&nbsp;<em>and</em>&nbsp;a referral.&nbsp;<br /><br />You've just finished working with a client.&nbsp; They love what you've shared with them. Both of you are doing the Happy Dance of Joy. Now you whip out your journal and a pen.&nbsp; Open up to a blank page, making sure you have to thumb through a couple of pages that are full of writing, but do it quickly. Write the customer's name at the top of the page and the date. Now, here's your script. I have added another part to this to update it a bit from Ken's process.&nbsp;<br /><br />"I'm so pleased you're happy with ____________. I'm sure it will bring you all sorts of new options." Be quiet and let them burble, they usually will. Make notes of things they say, get the high points. Then repeat a couple of the comments back to them and ask if they would be willing to let you use them as a testimonial on your website, blog or newsletter.&nbsp;<br /><br />Now that they've given you a testimonial, and are tickled pink you want to quote them in public, you ask them:<br /><br />" _________, I'm really glad you are so happy and I want to keep you that way. If there's anything you need in the future, please don't hesitate to get in touch with me.&nbsp; You have my card? I have yours. " . If they answer no, get out two and hand them to the customer. "Here's one for you and one for you to pass along to someone else who could use my services." Then skip to the next part.&nbsp;<br /><br />If they answer yes, get out another one and lay it on the page opposite the one you're writing on.<br /><br />" I was wondering, though. You know my business is built on the good will of my customers and the referrals they give me. Do you know anyone else who might benefit from what I've shown you how to do? (Or from the product(s) you've just purchased)."</p> <p>Now here's the critical part.&nbsp; While they're thinking, pick up your pen and tuck your head down. Focus on the page and be ready to write.&nbsp; Wait for them for about 30 seconds before you look up. It's usually easier for them if you're not looking at them. If they can't think of anyone, give them the second card and ask them to pass it along to someone else when they do.<br /> <br /> "Will it be all right if I check back with you in a week or so to make sure things are still running smoothly?"<br /> <br /> Wait for them to agree."Perhaps someone will come to mind by then." and close your book.&nbsp;<br /> <br /> If they give you a name, go to the next step.&nbsp;&nbsp;<br /> <br /> "Do you know ________ well? Would you be willing to give them a call or an email and let them know I'll be contacting them in the next couple of days? And if you would, tell them about our experience working together. That would really be helpful."<br /> <br /> You'll be surprised how well this process actually works.&nbsp; Give it a try.&nbsp; Make sure you take the script and put it into your own words and with your own style.&nbsp; But don't hem and haw.&nbsp; This IS your business we're talking about. The referral is critical to&nbsp; growing your business. Practice the request till you don't hesitate and you feel comfortable. It does get easier after the first one.</p> 2009-10-27T16:07:03Z -0.798654 311 7146 true 15 9028 how-deep-is-your-net-using-a-referral-journal 2 2009-10-28T06:58:54Z 2009-10-28T06:09:27Z

How do you keep track of your referrals? How many levels deep is your referral network? Using a Referral Journal makes it easy to organize and track who did what for whom and for how many cookies.

1 2009-10-28T06:09:27Z