One of our readers sent the following question with regard to asking for referrals.
Hey 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;
- 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;
- 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.
- 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 Session 8 of our Sales Program.
Here’s what the program looks like;
Session 1: Creating An Effective Prospecting Plan
Session 2 : 20 Ways To Create Opportunities
Session 3: Meticulous Pre-Call Planning
Session 4: Cold Emails That Get Opened, Read, and Responded To
Session 5: A Cure For The Common Cold Call.
Session 6: Social Selling Tactics
Session 7: Network Like A Pro
Session 8: How To ROCK Your Referrals
Session 9: How To Get Your Dream Client’s Attention
Session 10: Creating A Kick-Ass Prospecting Cadence
Session 11: How To Take Control Of Your Prospect Meetings
Session 12: Presenting Your Solutions With IMPACT!
Session 13: Negotiate Like A Pro
When?
You’ll get your first prerecorded session immediately and then a new session will arrive each week for 13 weeks.
What’s included?
(13) 45-90 Minute Pre-Recorded Sessions
Worksheets For Each Session
Homework Assignments
Templates (Actually A Ton Of Templates)
3 Bonus e-Books
Email Access To Paul Castain To Answer Any Course Related Questions and To Get Feedback On Your Assignments.
What’s the investment?
$799
Please click HERE ASAP to secure your spot in this program.
