Why aren’t people giving me any referrals?
There is a simple answer to this question and I hope I have enough space on this page to write it…
You’re simply not asking for them.
We have often heard that referrals are the best source of business. We might have gone as far as to passively mention it to someone. The issue is not that you underestimate the value of a referral; the issue is that you simply haven’t asked directly. I know the thought of this may seem pushy to some, but I assure you that there is a way to ask that is neither pushy nor desperate sounding.
If you still have a fear of asking for a referral, just remember that ultimately everybody wants to help and contribute, as long as there is no negative impact to them. Also, at the very worst you will simply hear the word “no,” a term we salespeople may have heard once or twice before.
Referrals are the best source of business. They lead to higher close ratios and are easier to qualify than any other lead.
Remember, the more you ask the more you will receive.
- Ask for a referral during a face-to-face discussion.
- Ask if they are interested in hearing about your referral program (if you have one).
- Ask who they may know that would be a good fit.
- Help them think of somebody by providing a description of your ideal client.
- Ask why they think that person would be a good fit.
- Ask if they would mind providing an introduction.
- Follow up with the person who gave you the referral and let them know how it went.
- As we look towards new and innovative ways to prospect we often forget the basics. Asking for a referral is a timeless sales strategy that will always provide you with top quality leads.
So I ask, who do you know that would be a good fit for Criteria for Success?