5 Things You Never Realized About Referrals

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!

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. I’m not seeing a downside 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’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.
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?

By The Way . . .

We’re going to be talking about referrals in our December 16th webinar, How To Competitor-Proof And Grow The Heck Out Of Your Business.

Specifically . . .

One incredibly easy 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, cross selling opportunities and testimonials. You’re welcome!
How to dramatically increase the amount of REPEAT referrals you’re receiving!

We’re also going to discuss;

Where you might be vulnerable with your existing clients and what you can do to remedy it!
How to WOW your customers into telling your competitors “Thanks but no thanks!”
How most reps leave money on the table and how you can completely turn it around!
How to avoid getting “pigeonholed” and how to fix it if you’re already knee deep in that damn pigeonhole.
How to create client visits that benefit both you and your client at a much higher level.
How to create a communication plan that will keep you from saying that God awful “Calling to check in” nonsense. What are we on parole?
How to up sell and cross sell without getting all “salesy” on your customer!

To learn more, and to reserve your spot, please Click HERE or the banner below.