Simply put…referrals!  Referrals have been found statistically to be the easiest way to your next sale.  Incredibly, less than twelve percent of all salespeople ask for referrals.  Ninety-one percent of customers say they are willing to give referrals.

How you ask for referrals makes all the difference.  Very few individuals ask for referrals correctly.  Most salespeople ask referrals like this “Who do you know that would benefit from my products or services?”  Or my favorite “I can’t submit this application unless I have five referrals, who do you know?”

Be precise and let the person you’re working with have time to think, don’t rush it.  First, remind them of what they just accomplished.  Second, think of your client profile, describe that client to the person you’re talking to.  Finally, provide a benefit to them for providing a referral (never use the word referral with a client).  The rate of delivery is important, you don’t want to overload with too much information too quickly.  Let them process it.  Increased results with high-quality prospects will follow.

Ask referrals properly of anyone you know or meet.  It’s inexpensive, effective…and rewarding!


“If you don't ask the right questions, you don't get the right answers. A question asked in the right way often points to its own answer.”
-Edward Hodnett
 

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