Addressing the Referral Gap in Our 1-2-1s

Introduction: Addressing the Referral Gap in Our 1-2-1s

**”Hey everyone, we’re doing really well with the number of 1-2-1s we’re having—there’s no doubt about that. The energy in this group is high, and we’re all meeting regularly. But… there’s a problem we need to address. Despite the high activity, the level of referrals we should be seeing isn’t reflective of our 121 activity. We’re putting in the time, but we’re not seeing the results as we should be. 

Its like going to the Gym but not getting the full benefit.

So, here’s the thing: It’s not about doing more 1-2-1s—it’s about making them better by making it directly about business in some part of the catchup.

It’s about asking the right questions, and digging deeper to uncover the referrals you can find for others that are truly going to make a difference.

That’s what we’re going to focus on today—how we can elevate our 1-2-1s to generate the kind of referrals we’ve been missing. 

The intention of this is for you to ask some different QUESTIONS Going Forward.

The Right Questions – How to Dive Deeper for Referrals

Lets assume you are doing a 1-2-1 with Shelley

During the 1-2-1, asking thoughtful and strategic questions will help you uncover the types of people Shelley wants to meet, her specific needs, and potential connections in your network.

Key Questions to Ask Shelley:

1. “What’s your ideal client, and what problems do they face?”
   
   • Why it’s important: This question helps you understand exactly who you’re looking for and what value Shelley provides to them. The more specific you can be, the better.
     
   • Referral Impact: You’ll know exactly who to look for in your network and how to identify them.
     
2. “What kind of connections would make a difference for you right now?”
   
   • Why it’s important: It’s not just about referrals. Connections can mean introductions to strategic partners, collaborators, or even suppliers. This will give you a clearer picture of how you can bring value beyond just leads.
     
   • Referral Impact: This question shows you can help her beyond immediate sales—building long-term value.
     
3. “What are some challenges you’re currently facing that I could help solve?”
   
   • Why it’s important: Challenges often highlight opportunities for collaboration or referral possibilities. If Shelley is struggling with something you or your network can solve, it makes for a natural referral.
     
   • Referral Impact: You might identify a problem in her business that someone in your network has the perfect solution for.
     
4. “Who are your competitors, and what sets you apart from them?”
   
   • Why it’s important: Knowing what makes Shelley unique helps you highlight her strengths when referring her to others. If you understand what differentiates her from the competition, you can better position her in your network.
     
   • Referral Impact: You’ll be able to position Shelley in the right context to the right people, making it easier for you to refer her effectively.
     
5. “Is there anyone specific you’re trying to meet? Let’s brainstorm a few names.”
   
   • Why it’s important: This question helps you think outside the box. Sometimes, you may have a specific person in mind who could be a game-changer for Shelley.
     
   • Referral Impact: You’ll have actionable targets for making introductions, and it can help you understand her aspirations for growth.

Now thats lots of good questions.

But lets make it easy for you to make a change.

Can any one remember all the question options I just gave ..

So 

 I would Like our Chapter To Get into the habit of asking this 1 question

“WHO WOULD YOU LOVE TO BE INTRODUCED TOO”

Shelley, Who would you love to be introduced to

Ashley, Who would you love to be introduced to

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