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Why Referrals in Sales Are Important and How To Ask For ...
salesfuel.com
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Frequency of communication. Who do you engage with the most? “Response speed. A quick response from a client, Jacoby explains, “shows that the client values the communication with you and is actively involved, which can positively impact their willingness to provide referrals.”” Easy steps for an easy ask
Easy steps for an easy ask “A perfect time for soliciting referrals in sales is immediately after the client has benefited; and it’s even more natural to ask after receiving a compliment or a thanks.” When asking, make it as easy and convenient as possible for the client to refer you. It’s especially helpful if you have a specific person or company in mind. One way to prospect for potential future clients is to take a look at your current clients’ LinkedIn connections. Make sure you have a clearly defined ideal customer so that your requested connections are likely to be a good fit. Then, share those names with your client. J.C. McKissen suggests that you approach this from a place of care. He writes, “State your intent with care. You should let your colleague know how you intend to help the prospect resolve a challenge they are facing.”
Despite the research-backed stats showing how powerful referrals can be, sellers just aren’t getting as many as they should. One issue may be that they simply aren’t asking for them. While inbound referrals are the easiest way to get referrals, sometimes reps need to step out of their comfort zone and solicit them. “Who has been the most successful with your solution? Who has been the most vocal about their satisfaction with your business?” Relationship length. The longer the time working together, the more established trust and loyalty.
Jacoby shares how sellers can increase the likelihood that their requests are met. He first recommends that sellers ensure the timing is right. A perfect time for soliciting referrals in sales is immediately after the client has benefited; and it’s even more natural to ask after receiving a compliment or a thanks. This is the perfect opportunity to thank them, and then ask if they would refer you to others who may also benefit. “One way to prospect for potential future clients is to take a look at your current clients’ LinkedIn connections.” Keep in mind they may be unsure; give them space to feel comfortable saying no. Also, allow some time if you don’t hear back. Then, only follow up once. If you don’t hear back again, move on.