This is number 7 in a 10-installment blog series of the top 10 things you should say, ask or tell (or should not) when consulting, selling to or interacting with a male client.
Asking for referrals of friends and family is important. Telling for referrals is more effective with male clients.
You could try: “If I give you two cards will you send me your friends?” You will have better results with: “Here are two cards. Please send me your friends."
Be very direct and clear in what you want. You do not really need to get into why you are asking. They know why. They also know what and they know how.
Giving two cards to every client every time becomes a part of every haricut interaction. Clients will come to expect it. Give a client two cards for two or three haircuts in a row and they will become conditioned that referrals are expected.
People want to live up to our positive expectations of them. If you have given a client six cards over three haircuts and they have not sent anyone yet they will come to feel they are not living up to their portion of the agreement.
They are not keeping up their end of the deal. They will hustle to find a few referrals for you. Isn’t that what we want? We want clients actively and aggressively advocating on our behalf.
It comes down to client training. We will get the behavior we train for and expect.
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