One of the many challenges of being in sales is getting referred leads. More often than not, we get nothing if we ask for names point blank. So, how do we ask for referrals in a subtle way and yet get positive results?

Here are a couple of ideas that you can use, regardless of your specialization, so you don’t have to deal with the usual awkwardness of waiting for names and contact details.

Whatever your niche market is, whoever the people are in your target market, know that people like to be lifted up. Try this dialogue with your client after you’ve closed business or finished a review:

My business grows based on referrals. You may know people who will benefit from the type of program we helped you start. And if so, I invite you to tell them about me and what I do. However, just like when you were in search of a professional to assist you, I also consider qualifications before I start working with a potential client. No. 1, just like you, they have to have dreams, goals in life. Their goals might be many and disorganized. My role is to help them prioritize and know which are best to start with. Or, if they want to start planning for all of their goals, find a feasible strategy to do exactly that. No. 2, just like you, they have to be responsible. I can’t be here for you forever, so you have to be disciplined to follow through with your plans. Remember, your commitment is not toward me or the policy you acquired or even the company. Your commitment is to your future self and to your family.

Be ready because, more often than not, your client will already have a name or even several names in mind to share with you.

During one of our mentoring sessions, Brian Heckert shared this idea about asking for referrals: Meet with your client for a cup of coffee with absolutely no business intentions. Instead, ask your client to point out the names on a list you prepared beforehand who are good potential leads.

This list should contain the different business owners or professionals in the same industry as your client. With all the information you can find on the internet, it’s easy to look up these names in the area where you want to work. Then do your homework. Research the commonalities between your client and the suspects you find online.

Instead of asking for names — you already have the names — all your clients have to do is cross out the ones they think would be a waste of time and check the ones they think you’ll be able to help.

There you go! Now you have some qualified leads. Time to start calling.

In this time of physical distancing, use the pandemic as an excuse to optimize your use of technology.

Go back and review your list of existing clients. Sort them out by profession or line of business. Identify the influencers in their various fields or in the company where they work. Have a discussion with them. Ask them what concerns them when it comes to their personal finance. What do they lose sleep over? Acknowledge their concerns and help them find workable solutions. Then ask them to help you promote a webinar or virtual meeting to talk about these concerns and solutions to their colleagues. Create a site where they can visit to register so you will have the names and contact details of the attendees. Keep the group small to allow for good interaction and Q&A so you can be more personal with your audience and address each one by name. Be sure to remind the attendees to complete your online evaluation form to see who has an interest in taking the discussion further. This provides you with a fresh new list of prospects ready and willing to meet with you. Start scheduling for one-on-one meetings. Strike while the iron is hot.

So, there you have it — a few techniques in getting referrals without asking for them.

Janet N. Ng, FChFP, CEPP, began her successful career in the financial services industry in 2008. Her desire for continuous growth and optimization of her full potential led her to cross paths with several established organizations and individuals. In a hyper competitive world, she takes advantage of every opportunity to creatively and unconventionally differentiates herself.