và tôi đã có một cơ hội tuyệt vời cho bạn. Bạn biết làm thế nào bạn giống như có một thời gian tốt? Vâng, tôi có ba buổi tối còn lại trong nhật ký của tôi trong tháng này, và tôi muốn cung cấp cho bạn cơ hội để . "Tôi gần như có thể cảm thấy bản thân mình co rúm từ chối tôi muốn có được. Bạn có thể Nó sẽ là khủng khiếp: | 164 THE JELLY EFFECT Your customers Since all the parties must benefit simply saying Can you recommend me to anyone isn t sufficient. You look like you are lining your pocket with little or no thought for the referrer or target. These three scripts work much better Script 1 Have you found the work we have done useful Yes. Do you know anyone else I could similarly help From experience I know I have the biggest impact with mention two or three big fish from your table because I can help with their list the AFTERs you produce for these big fish . If they say Yes I know someone. Brilliant thankyou. HowcanIbesthelpyoumake this happen Then do whatever they ask of you to make the introduction easy for them. This script works. Firstly it is clear to the referrer that both they and the target are going to benefit from the referral. Your first sentence reinforces how helpful you have been to the referrer and they can easily deduce how helpful you will be to their contacts your target . Your second sentence gets rid of the DVD problem because you have been specific in who you want to speak to and how they will benefit from speaking to you. Assuming they know someone they could refer you to the third sentence is a great way to show them that you are going to proactively help make it happen. TEAM LinG REFERRALS 165 Here s a second script that works very well Script 2 Have you found the work we did helpful Yes. That s great news. The reason I can provide these high levels of service is because I spend 95 of my time looking after my existing customers like you and only 5 of my time looking for new clients. The reason I am able to spend only 5 of my time looking for new business is because I grow my business by word of mouth. I get my best results with big fish by helping them AFTERs . Do you know any of these professions you could introduce me to please Yes. How can I best help you make this happen The inference here is that the reason your customer has just benefited from your .
