The Sales Evangelist

TSE, Donald Kelly, Asking Questions, TSE Hustler's League Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about how you can face your fear of asking for referrals.

Did you know that 91% of customers are willing to offer a referral if asked by a seller? Unfortunately, only 11% of salespeople are asking their clients if they’re willing to give referrals.

Here are the three reasons why salespeople fail to ask for referrals:

1. Fear that they’re going to get mad.

2. They forget.

3. They don’t know how.

Breaking Down Fear

Will anyone be willing to hurt you if you asked them for a referral? Or is anyone going to try to kill you if you ask for a referral?

Fear is a good thing. It’s human instinct.

But hey, 91% of your customer are already willing to give referrals. That’s 9 out of 10 people. Why should you even be afraid?

Ways to Overcome the Fear of Asking for Referrals:

1. Repetition

The more you do it, the better it can help you.

2. Get to know your prospect.

Follow them on LinkedIn. Talk to them often. Then send them something of value (link to your blog, white paper, video, or anything which you think may help them). The more you keep the line of communication open, the better chance you have of building effective relationship where you’re willing to ask and they’re willing to give you a referral.

3. Ask and be present.

The more you ask and the more you keep that line of communication open, it’s easier to build that bond that leads to generating opportunities.

Episode Resources:

Check out the TSE Hustler’s League.

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