Asking for a referral should be a conversation and not a single question like, “do you have a referral for me?”
Here is your starting question:
“Who do you know, like yourself, who I can help as I help you?”
Ask the question and wait.
Be silent.
Let your customers think. Do not speak until they give you a name. Do not nervous-chatter your way out a referral!
Then when the customer gives you a name, here is your next question which defines how you will be receiving this referral:
“Do you prefer that I reach out and use your name, or would you like to send an email connecting us?”
Most of the time people will offer to connect you — because they want credit for this referral. People love to give referrals. If you don’t believe me, at your next cocktail party, ask a group of people for a recommendation for a service provider for your home…and watch them argue with each other about why their person is better.
Finally, ask when they will do this.
“So that I don’t bother you, when do you think you may get to this?”
Again, wait quietly until they think through their schedule and arrive at a time. Then, get permission to reach out if you don’t hear from them. “If I don’t hear from you by this day, is it okay to call you the following day?”
Always, they will say yes. Now you have permission.
And you have the three critical elements of a good referral:
Who are you being connected to?
How this connection is made?
When it will be done?
Without all three elements, you don’t know what to do.
With all three, chances are high you are off to make your next sale to this referral!
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About the Author
Alex Goldfayn is the CEO of “The Revenue Growth Consultancy”, a seven-figure solo consulting practice which adds 10 to 20 percent annual revenue growth to clients by systematically implementing key mindset changes and methods with accountability, recognition, and reward.
Alex is the Wall Street Journal best-selling author of “Selling Boldly” as well as “The Revenue Growth Habit: The Simple Art of Growing Your Business by 15% in 15 Minutes Per Day” and “Evangelist Marketing: What Apple, Amazon and Netflix Understand About Their Customers”.
To learn more about growing your sales 10 to 20 percent annually with Alex, or to schedule him to speak at your next event, call him at 847-459-6322 or email him at alex@goldfayn.com.