Imagine your business as an infinite web of relationships.
Every one of your business contacts has the potential to connect you to dozens of other contacts.
The relationships are out there, but they'll likely remain out of reach unless you actively pursue them. It may never occur to your current contacts to give you an introduction.
It's up to you to put the idea in their
Set a weekly goal for
Keep track of the number of referrals you ask for each day.
Create a spreadsheet for referrals, reflecting contacts and results.
Asking For the Referrals
If you just blurt out “Do you know anyone who could use my services?” with all the sensitivity of a game show host, what answer are you likely to get?
“Ohhh… mmmmm… no.”
Asking the question in that manner puts your client on the spot. End of conversation.
Instead, ease into it. Use very casual, but courteous, language to make a very specific request. Something like this:
“Referrals are the primary way we grow my business. And I wonder if I can ask you for the names of three people who might have a need for a similar type of product/service, either now or sometime in the future. Would that be alright?”
Every happy client will say “Certainly.” And then you ask for the three names.
Colly Graham
www.salesxcellence.co.uk
www.salesxcellence.com
www.collygraham.co.uk
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