Referrals

REFERRALS

 

Why are we scared of these? I know awesome salespeople who are just plain terrified to ask a long time customer for a referral. It’s funny isn’t it? These people are not afraid to ask for the business relentlessly or even ask for more aggressive pricing internally. Why then does the thought of asking someone they are close to for an introduction to someone else induce sphincter tightening? Sorry about that reference. I don’t think it an issue of confidence, rather I think it an issue of repetition. Every skill in our arsenal needs continual practice and the asking for referrals is no different.

 

Short of a prospect calling you out of the blue and asking where to sign a deal, the referral is the absolute hottest and easiest networking strategy one can implement to build a pipeline with real and qualified deals. It’s an automatic way to catapult you to decision makers rather than struggling to combat gateskeepers.  I really don’t see where the downside is. If a customer refuses to supply a referral it’s probably an indicator they aren’t happy with what they bought from you. And if a customer is unsure about who they can refer you to, why not make it easier for them and suggest the person or company you are trying to engage. You can identify who you want to meet and who in their network could probably offer that introduction. 

So take the time to prepare and then practice like a son of a gun. You've got absolutely nothing to lose.

Stoked!