A recent study in the sales sphere found that 60% to 80% of referred leads buy. They buy an average of 23% more than cold prospects. They are also four times more likely to refer you to other leads so it clearly pays to ask for referrals.
If you’ve done a good job for a client and managed to save them a pile of cash, the person you’ve been dealing with all along should be glad to suggest others you can help. But if you’re not used to asking, it can feel awkward. It does, however, get easier with practice. Here are a few suggestions to broach referrals.
- “Tell me, who else do you know in a similar situation to yours who might benefit from our service?”
- “Which two or three other people you know may need a laptop upgrade?”
- “Who else do you recommend I share these tax saving ideas with?”
- “By the way, before I leave, who else in your department might like to know about our special health plan?”
Have your pencil poised, ready to write names, numbers and anything else the client offers. You can also ask, “If you don’t mind, would you drop them a mail with my name in it and how I helped you guys out?”
DON’T ask, “Do you know anyone…”. It’s easy for them to say no. Also, don’t tell the client that you want more deals because you’re building up your house. Remember, the sale isn’t about you – it’s about helping others be better off than where they are right now.