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Questions about Referrals

By: Alice Heiman
Categories: Building Relationships, Referrals, Sales

I had a lot of fun speaking at the ASI Shows. First in Orlando and then in Dallas. I got to share information on a hot topic; How to get more referrals. Did you know that 83% of satisfied customers would give a referral if asked? With that many willing to give a referral, you all should be getting many more than you are. I wanted to share the information I delivered at ASI with all of you and Dave Vagnoni was kind enough to do this podcast with me where I share all my secrets on how to get more referrals.

In this podcast you will learn:

  • What’s stopping people from getting more referrals
  • The best practices and strategies for getting a referral
  • What happens when you’re ready to ask for the referral and you get their voicemail
  • How LinkedIn fits into getting referrals
  • Building referrals into agreements, appropriate or inappropriate
  • One simple thing salespeople can do that will get them more referrals

Listen to the podcast:

The 2 BIG Questions on Referrals:

1.

What are some of the best practices for getting a referral?

You need to have a referral plan. Sit down with your team, partner or manager and talk about how you are going to get referrals, who you are going to get them from, and the best way to do it.

Your whole company is involved in your ability to get a referral. Make sure you’re closing in a win-win way, follow up with superb execution, thank the client, and continue to stay in touch with them in a way that adds value. Everyone needs to do a superb job within your company for you to earn the right to ask for the referral.

2.

 Give us one really simple thing that salespeople can go out and do today that will help them get more referrals?

Write a handwritten note to your customer on nice stationary and include a few of your business cards.

Here are some examples:

“Thank you for your business. It’s a pleasure to work with you and your team. It’s our mission to help great companies like yours and we appreciate introductions to similar companies so we can help them too. When you come across someone we can help please give me a call or give them my card. I appreciate you helping me find other Ideal customers.”

When you write a nice note like that people feel good and will want to give you a referral.

This is an example of a very soft reminder that you’d like a referral. Here’s a more direct way you can ask:

“We appreciate your business and we are pleased our solution is working so well. We are always looking for companies like yours that we can help. Who do you know that could benefit from our sales coaching?”

When they answer you say, “Thank you, what is the best way for you to make an introduction.”

You know your customers. Taylor the ask so it’s appropriate for your relationship and tailored to your style.

How to Ask for a Referral

Quotes from this Podcast:

“Some people say the best time to ask for a referral is right after you close the deal. I completely disagree. This isn’t a good time to ask because they haven’t gotten a chance to use your product or service yet.” – @AliceHeiman

“Your whole company is involved in your ability to get the #referral. Everyone needs to do a superb job.” – @AliceHeiman

“The 2 reasons not to include referrals in a contract: #1 You can’t really force anyone to give you a referral, and #2 If you don’t perform why should they give you a referral?” – @AliceHeiman

LinkedIn is one of the keys to getting great referrals. It’s simply amazing because it’s like being able to read peoples minds and see all of their contacts” – @AliceHeiman

Resources:

Alice Heiman
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Alice Heiman

Founder and CSO at Alice Heiman, LLC
Alice Heiman has been helping companies increase sales for more than 20 years. Her innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.
Alice Heiman
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