Referrals are one of the most powerful tools you can utilize to demonstrate exactly what you bring to the table and why someone should do business with you. You know you’re good at your job, take care of your clients, and provide value – but how do you convey this to future clients or prospects?! Referrals! So why don’t more salespeople utilize these powerful tools? Many don’t know how to ask for them! I’ve made a list of 4 easy steps to secure these impactful client referrals…
Step 1: Create a list of people to ask for referrals
Take a look at your top 5 clients or customers. They may be repeat or long-time customers, have a great success story involving your product, or have raved about your service in the past. These are the clients you should add to this list! If you think they’re a satisfied customer, confirm it by reaching out for a referral or testimonial – you may even end up uncovering areas where you can improve!
Step 2: Develop your referral strategy
Create the habit of asking for referrals on a regular basis, or even rewarding for referrals! Depending on the product or service you provide, a yearly check-in with your customers for referrals may be suitable. If you do receive one, be sure to reward show your gratitude! A handwritten thank-you card, or small personalized gift can go a long way in advancing client relations and showing your client that their referral is appreciated.
Step 3: Identify your target client(s) – sharing with your customers
When asking for a referral, be sure to specify who your ideal or target customers or industries are – you don’t just want to be referred to anyone! You want these leads to be viable, so identify who the ideal client is before asking your customers for an introduction.
Step 4: Pick up the phone or email and reach out to your referred prospect
This step is much easier than a cold-call! When you call or email the new prospect, you have to reference your referral’s name early in the conversation or 1st line of the email. It’s not just name dropping, it’s a necessity to get the attention and credibility of your prospect!
Clearly, a good referral lends you credibility by association.A good referral lends you credibility by association. Click To Tweet
Be brave in asking your clients for referrals! In the past, over 80% of my new yearly business came as a result of them! They are powerful, and often lead to meetings (even if simply out of respect for the referenced third-party). Statistics even show that people are 4-times more likely to buy when referred by a friend or colleague!People are 4-times more likely to buy when referred by a friend or colleague! Click To Tweet
Start developing your list of satisfied customers to ask for referrals, and create your referral strategy in order to supplement your prospecting efforts this fall!
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.