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Lack of Referrals is a Symptom of a Bigger Problem

All the training and research tells us our clients are more than willing to give referrals, but they don’t.  Okay, some do but it is usually just a handful in your book of business that voluntarily provides you with referrals. 

So what is it?  What prevents your clients from recommending you to their friends, colleagues, and associates?  They know hundreds of people many of whom could benefit from your help yet they send no one.  

All the training tells you “ just ask” so you ask and where does it get you?  You are taught all the different ways to ask and ideal times to ask.  Yet few advisors ever receive the number of referrals they deserve and want.

The thing is, generating referrals is not just about asking.  Generating a solid flow of referrals starts with a solid marketing plan and clear message.  I cannot stress this enough. Very few financial advisors are able to describe themselves in a way that really defines what they do and who they do it for! 

If you have trouble describing what you do how is your client going to describe what you do?  This is the real problem; lack of referrals is just the symptom.

To generate referrals you must have a compelling message that is repeatable and easy to remember.  To create your compelling message you must start by uncovering who you are as an advisor, what’s important to you, what you believe and most importantly who you really like to work with.  This isn’t something you will find out of a book because it must come from you. 

Being able to articulate who you are, what you do and who you do it for must come from a single source, you.  Every once in a while I have a financial advisor client ask me to give him/her samples of compelling messages creating a multiple choice selection process. I won’t do it, even at the risk of losing a client. 

Selecting a compelling message from external sources is a waste of time and energy.  Clearly defining your target market, clarifying your message and solidifying your value are all critical components necessary in order to increase referrals.  Consider the following questions:

  • Do your friends, clients and associates know exactly the type of client you are looking for?
  • When describing what you do does it clearly define your target market and value you provide?
  • Do all of your centers of influence know your area of specialty and expertise?

If you answered no to any of the above questions you will continue to struggle getting referrals.  Stop trying to treat the symptoms, and start to focus on the root of the problem. It’s time to develop your compelling message.

Turn your practice into one that inspires new interest and motivates prospective clients to take action. Join Adri’s 30 Leads in 30 Days Challenge to get started!

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Are you doing enough to keep your female clients happy? Lets find out.

After completing this 10-question survey, we will review your answers and provide you with recommended tools and strategies to meet your needs.

Do you have a story that tells women why you care about them?

Does your message about what you do appeal to women?

Is your message compelling enough to inspire further interest from both genders?

Have you carved out a place for women on your website?

Do you send regular emails that are of interest to women?

Do you post women friendly content on social media?

Do you host events and seminars for women only?

Is your office decorated in a way that women love?

Do you communicate in a way that women understand?

Are you getting enough referrals from women in your database?

Please provide us with your contact info, so we can send you your results!

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Tell us a little about your business, and we’ll let you know what strategies will best help your business grow.

I want to strengthen my relationship with my female clients in order to prevent future attrition.

I want to actively attract more women in a way that inspires more referrals to my practice.

I currently focus on women and want a source of ideas, strategies and a supportive network to enhance my efforts.

I want a seminar process that both engages women more effectively and helps brand me in my community as the advisor that cares about women.

I want to make women a primary focus to my future marketing, but want a proven plan and process that is easy and effective.

Please provide us with your contact info, so we can send you your results!

First Name *

Last Name *

Company *

Email*

Phone Number *

Are you Male or Female?

Would you like to join Adri’s email database: Including marketing advice from Adri, updates on her latest coaching programs and direct access to her blog?

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