One of the top reasons salespeople lose business and neglect to employ a referral-selling strategy is that they’re afraid to ask for referrals. It doesn’t matter whether a salesperson changes industries, takes a job right out of school, or is a sales veteran of 20 or 30 years. They, too, agree that nothing compares to referral business. Referral selling is the most effective and highly leveraged selling system. Nothing else comes close.
But when a salesperson decides to ask for a referral, many are simply at a loss for the right language to frame the introduction request. They regress to “begging and pleading”:
- Do you know anyone?
- I was wondering…
- Would you mind?
- Is it possible?
- Would it be ok if…
- Do you have any you’d like to share?
- I was hoping…
- Are there one or two people you could refer me to?
- Can you give me names?
Smart referral selling is not hoping. It’s not wondering. And it’s not begging. It’s a solid business-development approach based on valued relationships where each party benefits.
You offer a fabulous service, so ask for what you want. You want to be introduced by your Referral Source to one or two people whom your Referral Source knows that fits the description of your Ideal Client. Remember, you get what you ask for!