If you are like most people I know, you sell half or more of the referrals you get. One of my coaches claims 100% sales of his referrals!
Before I go on, I want to clarify what I mean by referrals. When someone says “SoAndSo should do business with you,” and they don’t know SoAndSo, this is not a referral. This is the same brilliant idea you probably already had. Ok, back to prospecting referrals…
There is a good way and a better way to ask for referrals. Asking if someone knows “anyone” is tantamount to asking for “no one.” “Any one” is too big. Narrow the field to make it easier for people to help find a referral to give you. Here are a few referral tips:
- Give, read or email a list of your top prospects, and ask who they have relationships with on this list that they would be comfortable recommending.
- Ask your customers if they know anyone in a specific geographical area, if that’s appropriate to your business.
- Ask for a referral in a certain business or industry group.
You make it easy for them to help you when you show them a road rather than the globe. When you make it easy, you get referrals. . . which gets you sales. . . easily!
Welcome to Stress-Free SellingTM,
Jenaé Rubin
Jenae@SalesPowerhouse.com
www.SalesPowerhouse.com
