I recently concluded a series of sales seminars I gave with a wonderful group of people. The last session was dedicated to what I feel is one of the most important things when it comes to sales success: Getting Referrals. There is no better way to fill up your pipe line than to get referrals. Of course, referrals have to be EARNED by gaining credibility. To that end, here are a few referral TRUTHS I would like to share.
WHY sales people don’t ask for referrals:
- They think they will be perceived as begging for business
- They believe that the other person will be offended by their asking
- They assume that their contact won’t be able to refer them to anyone
- They are afraid of appearing desperate for business and are just too nervous to ask
According to Dale Carnegie: 91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals. (Yikes!!!!!)
WHY you SHOULD ask for referrals:
- Referrals are built on truth, integrity and trust. They are earned.
- Meeting with a prospect from a referral means that the relationship starts at a much higher level of trust.
- The closing ratio on referral business compared to other prospecting methods is 50 to 500 percent more.
- Clients that came to you through referrals remain your clients longer.
- People that like you and what you do for them – will LOVE to help!
Did you Know that the best time to ask for a referral is right after someone has complemented you!
When asking, be humble and honest. Make it easy for them by describing your ideal client. Build a reputation around the one thing you do better than anyone else.
It is very important to give referrals as well. Track referrals given out and received. Follow up with people to find out what referrals panned out for them and for you! Anddddd….don’t forget the power and sincerity of the ‘hand written thank you note’!
One thing I can promise is that if you make getting and giving referrals habitual, like brushing your teeth, your sales career with most assuredly improve!
