In Donald Kelly, Referrals, Sales Prospecting, Sales Training

NetworkinfminiA few episodes back I mentioned the power of asking for referrals from everyone, even prospects. Now, granted the quality of a referral from a prospect may not always be the strongest avenue to get a referral but it sure beats a sharp stick in the eye for not asking for a referral at all. I have asked prospects and seen very good results, but what about asking a current client? Is there a proper way/time to ask for a referral? I think these referrals tend to have more weight and would require more research. In this episode I break it down in details and share a bit more. Here are some of the major takeaways:

 

  1. Ask for a referral from a client when they become confident in your products or services.
  2. Ask for a specific person by name that they may know.
  3. Get an email or if possible a personal introduction (lunch etc).
  4. Thank the client who gives you the referral before you meet with the prospect.
  5. Offer updates and information to the client on the processes/outcome of the meeting with the referral.
  6. Thank the client who offered the referral and if the their friend elected to purchase your service or not.
  7. Rinse and repeat with other clients.

Listen  to the episode to learn about my personal experience and how it turned into a successful new client. As aways, I hope this was beneficial to you but most important is my desire for you to apply it. So go out and DO BIG THINGS!

MUSIC PROVIDED BY FREESFX

 

Recommended Posts