Getting referrals from existing customers by word-of-mouth are the best referrals you can get. It is also free marketing for your business. However, many entrepreneurs struggle with getting referrals. One of he main reasons is that the sales person is so focused on closing the business they simply forget to bring it up after the sale happens. Some are just uncomfortable bringing up the subject so they just don’t. If the customer purchased something from you and they are happy you should never feel bad asking who they know that might benefit from the same service.
According to Dale Carnegie 91% of customers say they’d give referrals but only 11% of sales people ask for them.
Here are 2 basic techniques for getting referrals every time:
- Just Ask – You will never get anything in life if you don’t ask. So simply ask your client who they know that would benefit from what you just did for them. If you sold someone jewelry you can say, “who do you know that likes jewelry as much as you do?” or “Now that you see how important all these financial concepts are, who do you know that would benefit from the same information?” Believe you deserve the referral. You believe in what you do, you know the client is better off with your products and you know others will most certainly benefit from it as well. So just ASK. The more people you see the more you can help in some way, remember that.
- Send A Referral Letter – Even if you may have asked in person, sometimes clients and customers forget. Remind them once in a while with a mailing, or an email. Send a brief email or postcard reminding them how much you appreciate their business and ask who they know hat may benefit from the product/service hat you provided for them . Give them the call to action! Tell them how to give the referrals to you. You have to make it easy for them. Attach a something to the email where they just fill out their name email and contact number of the referral. If you send them a letter in the mail and enclose that sheet with a self-addressed stamped envelope and a thank you note.
The only way to keep your pipeline full and continue to grow your profits and get your name out there is by asking who you can go see next. Asking for referrals has o be as natural as pitching your product/service. You have to be asking during the whole process not waiting until the end. “Mr. and Mrs. client, if you like what I am about to discuss with you in a few minutes I would like you to think of who you know that may also benefit from what I am sharing with you today. WOuld that be o.k. with you?” The key phrase is, if you like, obviously if they aren’t sold they arent giving you anyone to talk to.
You have to naturally be asking and dropping hints about who else would they love to share this information with, throughout the presentation. Always sart out your presentation asking. Then bring it up in the middle of your discussion again, and when you are ready to wrap up remember to ask and be ready to take the contact information. “So you had said earlier that if you liked what I offered you, you would be able to think of a few people who would benefit from it too. Pull out your referral sheet, and simply say “I am going to just jot the information down now before I go. So who is the first person you are excited to share this with?” Have your pen to the paper looking down ready to write and wait for their answer. When you have your presentation down and referrals is part of it every time you are sitting with someone it will become second nature. Practice and practice some more. You will never leave without having someone to reach out to again.
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