The
best time to ask for a referral is when
you have been praised or received an order.
I'm a big fan of "starting at the top"
when contacting suspects. I love calling
business owners, presidents, executive directors,
and other important types, people who make
things happen. One of the most important,
reasons for this habit of mine is that the
potential for referrals to other important
types is so much greater when you start
at the top!
But there's certainly no law stating that
you should only ask for referrals from leaders.
You can ask anyone in the influence and
authority network. The language you use
will be essentially the same, although you
may wish to tailor some of your requests
to specific elements of the contact's personality
or experience.
Getting
Referrals from Suspects
You're
working in your territory, try to hook up
with companies that are willing to move
forward with you in the sales process. If
you do this regularly you'll eventually
run into people who will sing the praises
of you, your selling style, your organization,
or your products perhaps as a strategy for
getting you off the phone or out the door!
When you hear the prospect say something
nice to you, seize the opportunity! Ask
for a referral.
Here's a model for what you should say to
prospects who offer praise, but have no
real interest in your offering;
Suspect, thanks for your nice words about
our custom built decks and spas. It sounds
as though you've already done an outstanding
job at fitting your backyard to your lifestyle
and liking. Is there anyone else you'd like
to introduce me to help with their spa enquiry.
