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The Sales Evangelist

Donald Kelly, Referrals Why can’t referrals work in your industry? Wrong! Referrals can actually work in every single industry. It doesn’t matter what you’re selling. Today’s snippet taken from one of our training sessions over at the TSE Hustler’s League is about the main reasons people are not getting referrals and what you can do to improve your skill in asking for referrals.

For this upcoming season on the TSE Hustler’s League, we’re focusing mainly on building value with your prospects. Now that you have them, how do you generate them into clients? It’s a content-rich yet fun experience. Feel free to join!

Why people are not getting referrals:

  1. Fear of asking

You are not just asking random people but those who are your ideal customers, people who are your customers. Statistics shows that 9 out of 10 clients are willing to give you referrals. So why be afraid of asking? The problem is we think of the worst case scenario automatically and we don’t think about the good things that can happen.

  1. Not knowing how to ask

People are either afraid of asking or they don’t know how to say it. People don’t carry a list of referrals with them. It’s not as easy as that. So you need to make sure you prep your prospects so they can help you.

  1. Forgetting to ask

People tend to forget to ask for referrals that they just instead do the hard part and do cold calling, expecting the business to grow. But your business grows better when you’re able to have ideal prospects who are a good fit to what you offer.

How to prepare so your customers can give you referrals:

Your clients sometimes can’t give you names of people immediately because they don’t think of these people right off the top of their heads. So all you need to do is find people that they know so you can give them ideas and see if they could give you an introduction.

Go to LinkedIn and search for people who are your ideal prospects. Look at what other businesses they know who also fit your ideal customer or buyer persona.

Make it easy for your clients.

An introduction email is so easy but you clients have so many other stuff to do so they won’t remember doing these things for you. If you get no introduction from them, make it simple for them. Create emails for them that can take away some of the work. You can send them a template that you created and they could just change it up accordingly and then hit send. Easy, right?

Episode Resources:

David and Goliath by Malcolm Gladwell

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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