Hey Rob, I was referred to you by a mutual friend.
Me: that’s awesome, how can I help you?
Well, I like everything you’re doing to help professionals like me get new clients.
Me: great, let’s get started
Before we get started can I get more references?
Me: so you don’t think our mutual friend’s referral is good enough? You don’t trust their advice. You think they would steer you wrong?
Well no, I just want additional references.
Me: have you read all the testimonials on my website?
Yes, but I would like additional references that might not be on your website.
Me: I appreciate you calling, but if the testimonials on my site or our mutual friends referral isn’t good enough then I have to pass. It seems you have trust issues and I have a feeling that nothing I do would be good enough.
He curses at me and hangs up.
So why did I take this approach and cost myself a potential customer you might be asking?
Well, I didn’t lose a potential customer, what I did was prevent hiring a customer that ultimately would be a time waster.
Most entrepreneurs fail to properly screen their potential customers. They think they should accept any customer that comes along.
No, no, no, nope, not uh, no way.
If a potential customer is giving you a problem even before taking them on as a client – then its time to get rid of them.
Referrals are awesome when you get the right referral.
But a referral with trust issues, can become a problem right off the bat.
When this happens, go back to the person who referred that person to you and thank them for thinking of you then share with them exactly the type of client that would work best as a referral.
By sharing with clients what types of referrals work best, they are more apt to find you exactly the customer that will fit. And the referral will be happy with the results you deliver to them.
Here’s a couple more resources that will help you when it comes to attracting the right clients…