May 19, 2016 by Al Strauss in Sales Process
Successful salespeople know the key to new business growth is through the consistent influx of referrals. Asking for referrals is part of the sales process, yet you may wonder — what are the best ways to win referrals?
Determine why you received referrals in the past
You will only get good referrals if you exceed your client’s expectation, and you ask for the referral.
Help clients and centers of influence give you more referrals
Pay attention. Clients who have given you one introduction have ten more to pass along. They are just waiting for you to ask.
Assist referral sources in better qualifying prospects for you
Speak specifically about who would be a good referral for you. There will be times when people would like to help you, but do not know who to refer. If you share what makes a good customer for you, and encourage your happy clients to tell their stories, the referrals will follow!
Create a referral "system" within your organization
Typically money is not the motivator. Try a contest, discounts on your services, recognition within your customer base or something as simple as lunch, dinner or a subscription to their favorite magazine. Be sure to thank them whether you close business or not!
Understand the difference between a lead and a referral
You only have a referral when the prospect has issues they would like help with and they are expecting your call…otherwise it is only a lead.
Understand how to treat referrals
Make sure you treat referrals as carefully as they deserve. There are two prospects in this scenario, the one you are trying to sell and the person who gave you the referral. Be sure to handle your referrals in a way that will help your client decide you deserve more quality introductions.
For help creating a referral system within your organization, please call (440)-575-7000 or submit a Contact Form.
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