Yes No

One of our readers sent the following question with regard to asking for referrals.

Hey Uncle Paul,

I try my best to ask for referrals but there’s one situation where I’m extremely uncomfortable and could use some guidance.

Is it OK to keep asking the same client for referrals even when they never give you one?

Just to be clear, they aren’t refusing, they just don’t give me an answer (or a referral)

Would it be pushy to ask them again?

Monica

That’s a damn good question Monica!

I just want to make sure that you’re asking for referrals “face to face” and not just via an email.

I’m sure we’d all agree that’s its a little tougher to blow someone off when they’re sitting right in front of you.

As far as whether or not its pushy to ask more than once . . .

Unless they tell you “Hell no” I’d ask them again. In fact;

Even if they say “Hell YES” I’d still ask them again.

Why limit opportunities based on one answer (or in this case a non answer).

Next, phrase your request in such a way that it commands an answer.

Example: Preface the following question any way that you’d like and then ask;

Who do you know that could benefit from the level of service I’ve been providing you?

You could ask that question differently and make it about your product, company etc but making it personal, makes it harder to say “No”. And after all, YOU are the difference here, right?

At this point, you might get a “I’ll think about it and get back to you”.

That’s when you need to gently tighten the leash and say something like “I promise to give you a call (day and time) to brainstorm this with you”

Send them an email thank you for taking the time to meet with you. Note: I’m normally not a fan of email thank yous but if you’re going to be calling them back in a day or two, then email is the quickest.

Now at the end of that email, use the phrase “As promised, I will give you a call on (day and time) to brainstorm with you”

Send them a calendar invite.

Taking these steps sets the expectation and makes it harder for them to forget about you.

When you call them, say something like this, “I’m calling you, like I promised I would”. I found that saying that, changes the vibe of the call from “I need something from you” to “I’m keeping my promise” There are also psychological reasons behind that phrase that remind them that you’re a person who’s been keeping their promises to them during the entire relationship.

Now whether they follow through or not;

Feel free to ask them again.

Why?

Because repetition is critical in sales

Said another way;

People have so many distractions, and need to hear things multiple times, in order for it to resonate with them

There are a few keys to repetition;

  1. Don’t make it seem like repetition. Use your words and phrases to change the flavor of the message. The other way you can keep from sounding repetitious is to
  2. Vary the form of outreach. Let’s say you mention it face to face, next time it can be in an email, the time after that, you could put a generic “PS” in your email. “Loving the service I’ve been providing? Please reply back with a referral!” When you send a handwritten Thank You note for their business (please tell me you send these) ask for a referral.
  3. Don’t become a pain in the ass about it. Put some space in between requests. I always advise my coaching clients to “Think about the extremes and then find the middle ground” In other words, you have one extreme that would represent never asking them again. You have another extreme of asking them every few weeks. What would be a good “middle ground”? Every two months? Quarterly? Twice a year? That’s for you to decide.

I have a lot more to say about this and will be taking a much deeper dive into how you can get MORE referrals during our How To EXPLODE Your Sales By Generating MORE Referrals webinar.

It takes place on April 6th, at 11:30 am EST.

Here’s what you’ll gain by joining us;

  • How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with!
  • One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
  • How to create referral partners WITHOUT spending a dime!
  • A 3 step conversation segue that increases your referrals, upselling opportunities and testimonials.
  • How to dramatically increase the amount of repeat referrals you’ve been receiving.
  • 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again!
  • A simple exercise that will open your eyes to new opportunities!

By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client!

What Will You Get?

The 90 minute webinar

Worksheets so you can follow along

Webinar replay (sent later that day)

A special bonus eBook after the webinar

Access to me via email for any questions etc

How Much?

$99

register-now-nov-3

 

 

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17 Sales Email Templates For The Taking!

by Paul Castain on March 24, 2017

I just sent everyone who attended our How To Write AWESOME Sales Emails webinar, 17 sales email templates.

The first lesson here, is to exceed your client’s expectations.

How did I do that?

By giving 7 more than I promised! I originally promised 10!

The second lesson, is that you could be leveraging those 17 email templates (and the recording of the webinar).

All you have to do is click HERE and even though the sales page will tell you that the webinar is over, I got your back and will send you the recording, the templates and a really cool bonus eBook next week.

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Image result for if you don't ask you don't get

Are you asking for referrals?

If so, when was the last time you really looked at;

How you’re asking for them?

When and how often you’re asking for them?

It still amazes me how people will pick up a phone and COLD call a complete stranger and yet;

They’ll avoid the hell out of asking for referrals.

In my early years as a sales rep, the owner of the small print shop I sold for was always amazed at the amount of new business I brought in . . .

From existing clients that were wiling to refer us.

With the biggest smile he’d always say . . .

“It’s like I always say Paulie; If you don’t ask, you don’t get!”

I often wonder if with all the books, blogs, podcasts and thought leadership we’ve somehow complicated things a bit.

Maybe this is why we see so many sales ‘newbies” kicking ass;

Because they don’t know any better and;

They don’t have any preconceived notions!

So today, you’re cordially invited to start asking for more referrals.

And if you’d like a little help in the referral generating department;

Come join us April 6th, at 11:30 am EST, we’re going to be talking about How To EXPLODE Your Business By Generating MORE Referrals.

Here’s what you’ll gain by joining us;

  • How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with!
  • One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
  • How to create referral partners WITHOUT spending a dime!
  • A 3 step conversation segue that increases your referrals, upselling opportunities and testimonials.
  • How to dramatically increase the amount of repeat referrals you’ve been receiving.
  • 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again!
  • A simple exercise that will open your eyes to new opportunities!

By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client!

When?

April 6th at 11:30 am EST

Where?

Your computer screen. Join us from your favorite chair!

What Will You Get?

The 90 minute webinar

Worksheets so you can follow along

Webinar replay (sent later that day)

A special bonus eBook after the webinar

Access to me via email for any questions etc

How Much?

$99

yes let me in

 

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Image result for wow

Sometimes we get so used to hearing something, that the familiarity of the message, keeps us away from the importance of the OVERALL message.

Like asking for referrals.

If I were to ask you “Why should sales reps ask for referrals?”

After seriously considering giving me a sobriety test, I’m guessing you’d say “Because it’s one of many ways we can make money in sales”.

On the surface, you’d be 100% correct, but it really goes way deeper than that!

5 Reasons Why Referrals Are So Important

  1. There’s a much higher closing rate, when we pursue opportunities where we’ve been given a warm intro. I can also tell you, first hand, that when I am referred to a prospect, they hardly ever ask me to sharpen my pencil. Why? Because my reputation has preceded me!
  2. There’s typically a much lower cost of sales when an opportunity is generated via referral. The obvious cost savings is in the marketing but the not so obvious is in the reduction in time spent and lack of negotiating.
  3. When a client gives a referral they are affirming their decision to do business with you. I’m not seeing a downside to that!
  4. When you ask someone for a referral, it strokes their ego . . .at least twice! Everyone likes it when someone asks for them to recommend something. It makes them feel as if,  they’re regarded as “being in the know”. So when you ask someone for a referral their ego gets stroked with you, and also with those they reach out to on your behalf.
  5. Asking for referrals sets a certain level of expectation with your clients. In sales, we always talk about “managing expectations” so why wouldn’t we create a vibe where our clients expect us to ask them for referrals?

So, having said all that;

Why aren’t YOU asking for more referrals?

Don’t know how?

Feel uncomfortable?

I got you covered!

On April 6th, at 11:30 am EST, we’re going to be talking about How To EXPLODE Your Business By Generating MORE Referrals.

Here’s what you’ll gain by joining us;

  • How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with!
  • One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
  • How to create referral partners WITHOUT spending a dime!
  • A 3 step conversation segue that increases your referalls, upselling opportunities and testimonials.
  • How to dramatically increase the amount of repeat referrals you’ve been receiving.
  • 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again!
  • A simple exercise that will open your eyes to new opportunities!

By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client!

When?

April 6th at 11:30 am EST

Where?

Your computer screen. Join us from your favorite chair!

What Will You Get?

The 90 minute webinar

Worksheets so you can follow along

Webinar replay (sent later that day)

A special bonus eBook after the webinar

Access to me via email for any questions etc

How Much?

$99

yes let me in

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Growing Your Sales By Generating MORE Referalls

by Paul Castain on March 22, 2017

Castain Training Systems

We all know we should be asking for referrals but sadly most of us don’t.

Why?

Here’s What A Group Of Sales Reps Shared With Me Recently

“It feels weird”

“It makes the conversation get weird”

“I feel like it’s too salesy”

“I feel like I’m begging them for something”

“It never seems like the right time”

Sound familiar?

So clearly there are no shortage of reasons why we don’t ask  . . .

Meanwhile, the referral is by far THE LOWEST HANGING FRUIT in your sales arsenal.

But here’s the really messed up part . . .

We’d rather pick up the phone (and risk getting our ass kicked from complete strangers) all because;

“It feels weird” to ask for referrals

“It makes the conversation get weird” when you ask for referrals

“I feel like it’s too salesy” when I ask for referrals

“I feel like I’m begging them for something” when I ask for referrals

“It never seems like the right time” to ask for a referral.

And it makes perfect sense too because a cold call never feels weird or like you’re begging for someone’s business or salesy or even like you caught them at a bad time.

That’s just plain silly!

If you’d like to learn how to get more referrals, click HERE
How To Explode Your Sales By Generating MORE Referrals.

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