In last week’s post “ Six Key Words You Want in Every Referral” we discussed the need for referrals and building a strong referral network.
Referrals may be the single most powerful way to grow sales. A referral from a satisfied customer greatly increases the close rate and chances of success by lessening the close time and increasing the new prospect’s level of trust. Just think about the purchases you make simply on the recommendation from a friend.
Remember, most people like to help other people they know, like and trust.
Our customers are no exception. They are willing to help if we would just ask.
In an article by Paul McCord “The 10 Biggest Referral Mistakes Salespeople Make” he says we shouldn’t be surprised “if you don’t ask, you won’t get referrals.” He suggests that nearly 70% of all salespeople don’t ask for referrals or even bring the subject up with their customers.
So, if we know that referrals are one of the most important tools in our sales toolbox, why are we so reluctant to ask for referrals?
Afraid to Ask
I think we are afraid to ask. We fear rejection, being told no or we think our customers may see us as being pushy. We fear if we ask, our customers won’t like us or worse they will stop doing business with us.
Remember what I said above, our customers want to help people they know, like and trust. If we build our sales on integrity and are thought of as being friendly, hardworking, smart, honest and trustworthy, why would our customers not be happy to refer us to others.
Happy customers are happy to help you. Keep this in mind and you’ll have nothing to fear.
Now’s the time to stop making excuses for not building your referral network. Start asking for referrals. I know you will quickly begin seeing the results.
Go ahead, don’t be afraid, just ask!
P.S. – If you have been reading my blog for a while and feel it would be of benefit to your friends, co-workers or other salespeople you know, I would appreciate your recommendation. Your referral would be greatly appreciated.
Thank you for taking the time to read this article.
If you would like, please leave a comment below or you can email me at feedback@wewaonthenet.com.
You can also follow me on Twitter at www.twitter.com/WE_Ward where I tweet articles I come across that I think may be of interest.
If you would like to have future post’s automatically sent to you via email, please sign up below or in the “sign up and connect” section on my website.
You can unsubscribe at anytime.
Now let’s get out there and over-deliver!
Recent Comments