Here's Why Referrals Are So Important

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;

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 one of the topics we’re going to be talking about next week during our 25 Ways To JOLT Your Sales BEFORE Year End webinar.

Specifically . . .

How to get more referrals from not only your clients but people you’ve never worked with.
2 ways to 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!
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!

In addition to referral opportunities, you’ll discover . . .

How to completely leverage the Fall/Holiday season to YOUR advantage.
3 email tactics that will get you MORE responses and MORE appointments.
5 ways you can use creativity to get a busy decision maker’s attention.
6 ways to LEVERAGE your social network between now and year end!
4 things you MUST do with your existing clients ASAP.
How to pick up the pace BEFORE everyone starts with the “Call me back after the holidays” stall.
How to create a simple “communication plan” that can open new doors and keep existing ones open too!

Here’s what you’ll get . . .

(1) 90 minute training session

Worksheets

Recording of the session later that day.

Bonus eBook (sent the following week)

Investment . . .

$99!