That's right, folks. You don't get what you don't ask for, but when polled, professionals rank "asking for business" right up there with getting a root canal or delivering a speech, naked, in Macy's window, at Noon time. In fact, most would rather do the latter. (How do I know? I just do.)
Rather than asking for the business, they make assumptions. They assume their friends, family, contacts and strategic partners somehow magically just know what they do, who they do it for, and that they'd gladly take on new business, especially the new business of their friends, family, contacts and strategic partners (and their contacts).
Umm, no. That's not at all how it works.
If you want new business, you've got to ask for it. If you want a referral, you need to make it known you are looking for a referral.
Would you go through P. Terry's Drive-Thru, skip the ordering part, and just show up at the window to pay? Of course not. You say, "I want a Number 1 with cheese, a chocolate shake and curly fries with extra ketchup." Otherwise, you're just a crazy person at the window.
Stop making assumptions and start asking for business. It's simple. You say, "I'm a CPA. I do tax returns for companies with revenues between $100K and $2M, and I would enjoy doing your returns for you."
You could even throw in, "No is an okay answer, but I just had to ask."
Will you get a "NO!"? Maybe. But so what. Find out why getting more "no's" can lead to more "yes'es".
Still not convinced you want to put yourself out there? Let's flip it around. Have you ever hired a friend to do work for you? After, perhaps, they went out on a limb and asked for your business? You were thrilled, right? To have someone you know, like and trust taking care of you, most likely way better than some stranger would have ...
Were you horrified when they asked for your business? Of course not. You were most likely grateful.
If you're going to make an assumption, make it a positive one: assume your new client will be grateful to have you in their corner.
That's how your friends and contacts are going to feel, because you're going to take great care of them after they hire you.
Remember:
Related Articles:
Find Your Limits and Push Past Them {Go for No!}
A Different Way to Ask for Referrals {Paul Castain}
It Doesn't Hurt to Ask {Seth Godin}
"A" is for Ask (Or Don't Ask) {Honorée}
How to Get Everything You Really Want {Honorée}
R is for Referrals, Parts 1-8 {Honorée}
Tall Order! is a book that gets to the point. It helps you pinpoint what is going to get you the results you want, starting right now. Jeffrey Gitomer says, "Don't let the size fool you -- this book is compact dynamite! Buy this book!"
Honorée Enterprises, LLC. turns service providers into rainmakers, average producers into rock-stars, and dreams into reality. For more information on how we can specifically help you or your organization, click here. You can read all about Honorée here.
