STEP 1 – Share Your Client-Focused Why – Telling your prospects and clients why you believe in your value builds their sense of engagement w/ you. Demonstrating your emotional connection to your value.

STEP 2 – Give Referrals / Make Introductions -It’s important that you see yourself as a connector. You provide value to others by giving referrals – making connections. 

STEP 3 – Promote Introductions – Early on in new relationships and throughout the lifetime of a relationship, you want to let your prospects and clients know that you are never too busy to see if you can be of value to others to whom they might introduce you.

STEP 4 – Get in the Habit of Checking for Value – People will provide unsolicited referrals if they like you and believe in your value. To create a culture of referrals, it must become second nature to check in with your prospects/clients on a regular basis, to clean up minor issues and ensure that they are experiencing all you have to offer.

STEP 5 – Remove the Uncertainty – One of the most effective steps you can take to generate unsolicited referrals is to explain to your prospects and clients how you will proceed if/when they identify someone who should become aware of your important work.