What’s the number one reason why people refer a product, service, or experience to a person that they care about?
Let me tell you a quick story.
I have a good friend, his name is Mark Divine. Mark is an avid reader like I am. One day I suggested that he read a book called Deep Work, written by Cal Newport. Mark went out and got the book, read it, and loved it.
One day I turned on Mark’s podcast, and there he did an interview with Cal Newport. He opens up the podcast by saying, “First I want to thank my friend Joe Stumpf for referring the book to me because it had a profound impact on my life. Thanks Joe Stumpf. And Cal, if it wasn’t for Joe, I would not have read the book.” Now when I heard that, my social status raised, and the joy I received by the fact that I made an impact on Mark, well…my heart just was soaring. I felt so good.
Why People Refer
That’s a great example of the number one reason why people refer. They refer so they are the hero. So with that in mind, I created a script that I’d like you to use whenever you’re talking to your clients about them introducing you to a person that they care about.
The Hero Script
You’d simply say, “Hey, when you introduced me to a friend who needs my help, the number one goal is to make you the hero or the star for referring me.”
That might sound something like this, “Hey, before you go, I just want to remind you, when you introduce me to a friend who needs my help, my number one goal is to make you the hero for referring me.”
Or maybe the next time you’re in a conversation with somebody, just say, “Hey, I just want to remind you that when you introduced me to a friend, a family member, a colleague, a person that you really care about, my number one goal is to make you the hero for referring me.”
When you say it like that you touch a deep unconscious need that we all have, and that is to be someone’s hero.
So invite them into the hero club. Let them be a hero by introducing you to the people that they care about.
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