As a professional salesperson, referrals can and should be the lifeblood of your business. Look at any industry and I can guarantee you the top 1% work almost exclusively by referral—they don’t leave their business and livelihood to chance.
So, how do you get more referrals? How do you grow your business to where customers are asking for YOU and not just the next salesperson “up”?
Here are three tips to get you started:
-Be Referable: Yes, first you must be referable. Are you handling your business like a true professional? Are you taking advantage of opportunities to show your current clients how fortunate they are to be doing business with you? This is where you have to start. You have to be someone that other’s want to do business with—you have to be referable.
-Keep A Referral Log: Create a Referral Log and make it your goal to generate ten solid, referral leads every month. If you get 15 this month that’s great, but you still must get ten again next month. Don’t rely on your memory. Write them down. Keep a log. The old saying “You can manage what you can measure” is very applicable here. Keep track of them and you’ll soon find yourself increasing the number dramatically.
-Ask: Yes, ask. My friend Hugh Liddle with Red Cap Sales Training says that when a customer comments on how well he’s done or brags on him he always says, “Thank you. And don’t keep me a secret! I work by referral and would love to help some of your friends.” Think about that: “Don’t keep me a secret!” I LOVE that line. Use it. (Hat tip to Hugh!)
Referral business is great. We all know that your closing ratio is much higher working with a referral that with any other prospect. So, be referable, keep up with it and ask for them. You’ll be glad you did! If you have time to “cold call”, set aside part of that time to call current clients to solicit referrals.
When you ask for referrals, don’t ask IF your client knows anyone you should talk to. Here is a MUCH better line, “Who do you know I should be talking to?” Don’t ask IF they know someone, ask WHO they know. It makes a big difference!
Question: I’d love to hear some feedback on ways you generate referral business?