Are you open to getting referrals from clients? Do you ask for referrals?
“Who do you know will benefit from what we offer?”
This is actually the most common question people ask when asking for referrals. But there’s a better, more effective way of doing this.
I have come to recognize that many salespeople do not ask for referrals because they don’t know how to ask for referrals. During this episode, I will share with you how to easily ask for referrals.
Make it easy for your prospects to give you a referral.
Tell your prospect once you’ve connected with their referred person and even if you weren’t able to close, be sure to still thank them.
Try to check a person’s connections on LinkedIn and see who are other business owners of the same size who may be a good fit for you.
Mention to them how this person is connected with the specific person who can be a potential customer for your company.Then ask them if they can introduce you to that specific person.
The key here is to eliminate as much as the nuances or difficulties as possible for your prospect. So when you ask them to give the referral an introductory email, offer them a template introduction email they can use which they can use and tweak as they please.
Sometimes, the best way to get a referral is to give them a referral for a service or product they may use. This increase the trust factor and they would naturally want to help you in return by finding people they can refer to you.
Building a Story Brand by Donald Miller
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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.
1. Fear that they’re going to get mad.
2. They forget.
3. They don’t know how.
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?
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.
Check out the TSE Hustler’s League.
One of the best ways to grow your business is by getting referrals from your clients. Jeff Tockman is a consultant who helps his clients grow their business through referrals. Jeff is a power networker and very good at building relationships with others. In April of 2009, Jeff started Professional Social Networking Group (PSNG.org). He has used and improved his networking skills to grow the group to thousands of members and an average of over 100 people at each event.
After founding Tockman Consulting (TockmanConsulting.com), he started consulting with clients about business development in 2010. He has been running two private networking groups since 2014. He is building on his love of teaching and passion for developing people and relationships to create a unique career. He now spends his time organizing and facilitating events and working to help his business consulting clients on how to build their businesses through referrals.
Here are some of the major takeaways from our conversation:
The first thing you need to do in seeking more referrals is to offer great service to your clients.
Step One: “Ask”
Here is a question to connect with your clients to help offer you more referrals.
“What are the top 3 things you love about the widget we sold you last month”. This will give you “their” words you can use in follow-up questions. People will always teach you how to sell them if you ask the appropriate questions.
Ask open ended questions and learn what the features and benefits are that they love the most about the product you sold them.
Step Two: Grab their attention
Ask them who wants “x”. Learn more about the person you are asking for referrals from. This way you can get specific individuals who they can refer you to.
Discover which organizations they are a part of and the things they like to do.
Step Three: Ask permission to have this discussion
“Dave, could we brainstorm a little about people you think could benefit from having this widget?”
Step Four: Who do you know?
Find out who they could refer
Step Five: Tell me more about John Smith?
Learn from them about the potential individual they are referring to you.
Step Six: “What will you tell John Smith about me?
This is where you get the client to rehearse what they are going to “say” to the referral they are about to give you.
Step Seven: Best way to connect.
This is where you find out from them what the best way is to help you get connected with this referral.
Step Eight: Tell them what you will say when you connect with their friend.
Step Nine: Offer a reward
Is there something you can offer them at them if they give you a referral? Lunch, Dinner, etc with the referral who became a new client.
Connect with Jeff:
A 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:
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!