Sales tips and insights: Wednesday is Q&A day and today’s question comes from Matt in Seattle:
“What can I do to generate more referrals?” Great question Matt. I’m sure many of your fellow sales managers and sales executives have the same issue. So here are 5 simple things you can do to generate more referrals:
1. Set it up early in the sales process so your client/prospect knows you’ll be asking for referrals after you provide great service. Which leads to tip #2…
2. Exceed your clients’ expectations so you earn the right to ask for the referral. I am of the belief that you have to earn people’s trust and respect; and it is only after someone trusts and respects you that they will reach out to their network on your behalf.
3. Train yourself to ask for referrals. Create some verbiage around the process, e.g. “We value you as a client Matt. Our business model focuses on providing the excellent service you’ve come to expect which leaves little time for business development; therefore, we rely heavily on referrals. What 3 or 4 people in your network would benefit from our service and would you feel comfortable introducing me to?” Have a method of asking and understand your trigger points to ask for a referral.
4. Give your contacts 2-3 valuable bullet points about your company so they can easily refer you. Even better, draft a stock referral email (3-5 sentences tops) that your client can simply add their signature to or easily wordsmith into their own voice. Don’t make your client have to WORK to refer you.
5. Last but not least reward your referral sources! This is huge: gift cards, flowers, thank you notes, money off their next order with you…something they will appreciate and remember so they will think of you when the referral moment is right.
There is enough there to get you started Matt. I promise if you follow all 5 steps you will get more referrals!
To your continued success, John
