Ask for it!

Articles

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.

Related news
You or the lotto

You or the lotto

On the 13th January, 3 people won the American Powerball lottery and shared a massive US 1.6 billion, the equivalent of R26.56 billion! In the lead up to this, I spoke with friends in America who were excited about the opportunity ...
Value is in the eye of…

Value is in the eye of…

What is price? Price is the amount of money required or expected as payment for something. The next question that needs answering is, “Are value and price the same thing?” The simple answer is NO. Value is either the importance or ...
The Most Beautiful Music

The Most Beautiful Music

First came the Internet, then came Live Chat and now we have Social Media. Information that once took months to travel now happens in seconds (and in full high definition). What we cannot deny is that every day that Google, Facebook ...
Sales Hunters Added to The Endangered Species List!

Sales Hunters Added to The Endangered Species List!

Extinct species include the Dinosaurs, Woolly Mammoth, Cape Lion and the Sales Hunter could shortly be added to that list... Where have all the sales hunters gone? With every meeting I have with sales leaders, it becomes more and ...