Great referrals, or as I like to call them with my sales training clients in Boston, introductions, are the single best way to grow a business. They are easy to do, they are effective and they can help business grow exponentially. Nothing hurts sales motivation more than cold calls, but introductions can allow sales people to grow sales without the pain of cold calling. Here are three ways to get tons of strong referrals:
One: Get Over Your Fear
So the question is, why are most people not swimming in introductions if they are so easy?
That answer is simple, fear.
Human beings are born with two fears only—the fear of falling and the fear of loud noises. Everything else has been programmed into us. Our fear of asking for introductions and possibly hurting strong relationships is totally unfounded. Get over that fear. On the other side is huge opportunity. Plus, I have never once met a sales person who lost a client by asking for an introduction.
Two: Ask for Help
Now that you are willing to ask, the question is, “How?” There are many great ways to ask for introductions, but as a conference motivational speaker, I always share one powerful word with audiences—help. When you begin the conversation about introductions with that beautiful word, “help,” people immediately want to do just that—help. “George, I could really use your help…”
Don’t worry about having the perfect script (although you can get one in my book, Game Plan Selling). Rather, just begin asking as often as possible.
Three: Set It Up Early
A tip that I always share with clients as a sales trainer in Boston is to set up introductions at the beginning of your client relationships. Let a new client know that you are going to bust your hump to service them, and once that is apparent, you will be asking them for introductions to other great clients like them. This gets clients on the lookout for people before you ever even ask them.
How do you typically ask for introductions or referrals? Please share below.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.