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McKinsey & Company Anyone from McKinsey & Company willing to talk and potentially refer? Was part of pwc supply chain, and currently part of supply chain strategy group for the global top 15 company. Was interested in a position in manufacturing and supply chain service line. TIA! McKinsey & Company
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I interviewed with Firm A months ago and accepted a position to start this upcoming fall. Group leader called me to offer the position back in November 2020. Besides interviewing with partners at the firms, and diligent follow ups notifying them of my interest to get started, no communication has transpired since.It turns out that I accepted a better offer w/ Firm B for personal reasons and won’t be going to Firm A. What is the best way to notify Firm A? Call/email group leader? Call/email HR?
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When you’ve really got it you don’t have to ask. Your clients become your disciples and bring people to you.
Who are the referrals for? For you to make money? Or for the Referal to win financially and the referee to feel esteemed for sending you provide value to the referee? https://m.box.com/shared_item/https%3A%2F%2Fsandyschusselllc.box.com%2Fs%2Fquagfbzke4tuckly0otmbo05rddqa7nk/browse/6911727198#folder-navigation
Building on the great responses you've already gotten, I've also found if you can ask for "introductions" vs referrals, it tends to remove quite a bit of the perceived pressure in both sides:
- Will they be interested?
- Do they have money?
- Do they already have an Advisor?, etc.
Asking for an introduction puts all that discovery stuff on you.
Simply let your top clients know how much you enjoy working with them and ask if they know of anyone else, like themselves, who may "be retiring soon", or "had a life event in their family like you did", or "recently changed jobs"? Describe a scenario with which they can immediately think of someone. If they say, "Yes, there is." Ask them, "Would they be someone you'd feel comfortable introducing me to - over lunch, over a cup of coffee, over a round of golf, etc.? (You pick the venue)
If they say "no", you just got a reading on your client relationship and there's more rapport building to do.
“Referrals, The Professional Way” by Frank Maselli is an excellent book. I’ve found it very helpful.
It’s a lot easier than people think. Think of how your accountant asks you for a referral. If he would say do you know any advisors that should work with me you’d feel uncomfortable because you have to figure out who to refer to him. If he were to say oh you work for x firm in y office, bob works there too do you know him? Can you introduce us? Let’s all get coffee together. You’d feel comfortable because the decision has been taken out of your hands. Works every time for me
I agree with WMA. I also let my clients know that, as part of my service to them, I would be happy to meet with their good friends and/or family to offer the type of planning services my client values.
That way I am offering a service and doing a favor for my client and not asking them to do a favor for me
The book “Endless Referrals” by Bob Burg. The best!
The most important part is training your clients to give you referrals who meet your ideal client criteria.
I find asking for the referral makes my client uncomfortable. Too much perceived pressure ....
I don't ask but I provide brochures and advertising so that it is likely their friends will know I'm their advisor. Then some clients love to tell people about me... when I get a referral from the them I am effusive in my thanks...
You don't need to shake the client down for referrals, wrap up the appointment by telling them who your ideal client is, and ask them who comes to mind that might fit that profile, if they aren't sure or seem a little uncomfortable, give them a comfortable out by giving them a few business cards and saying "Well if anyone does come to mind later on, I'd appreciate you keeping me in mind."