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 perhaps we should look beneath the surface as we explore;
5 Reasons Why Referrals Are So Important
- 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!
- 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.
- When a client gives a referral they are affirming their decision to do business with you. Do you think there are psychological advantages to that?
- 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 are in the know, they are connected (not the Mafia kind). 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.
- 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?
It’s my hope, that these 5 thoughts about referrals will encourage you to simply ask for them on more occasions!
By The Way . . .
This is exactly what we’re going to be talking about on February 24th during our referral webinar!
Specifically . . .
- How to set the stage for and how to get more referrals from not only your clients but people you’ve never worked with.
- One simple little thing you can do that can easily double and triple the amount of referrals you’re getting right now!
- A 3 step conversation segue that not only keeps it from “getting weird” but increases your referrals, up selling opportunities and testimonials. You’re welcome!
- How to dramatically increase the amount of REPEAT referrals you’re receiving!
- 2 super important things you need to understand about why your clients actually want to refer you. Once you understand this you’ll never feel funny about asking for a referral again!
- Did I mention that I’m going to show you all this in a way that keeps it from “getting weird” with your clients?
To cold call by default because you don’t have a referral strategy in place is not only silly but a surefire way to leave money on the table!
Click HERE for more details (and to reserve your seat) but do it now before your brain finds something convenient to help you NOT to deal with it!
