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StumbleuponIf you are at all like me you hate to impose upon your clients. Asking them for the names of their family members and colleagues can make even a seasoned sales
1. Be confident and expect them to give them to you. Say things like “As you know I only work by referral. I have been really blessed because my clients love to give me referrals.”
2. Let them know that you need their help and that is the only way your business can grow. It you believe that by asking your clients for referrals will relay the message that you need the business, shake it. Great salespeople are always looking for new accounts. You should aski for referrals no matter if their sales are up or down. I always say” if it is to be it is up to me. Nothing comes my way without asking for it.”
3. It is your relationship that counts. Have fun when asking for referrals and get your client excited about helping you. Ham it up with them a bit before asking and let them know that they can really help you. I always like to tie my asking to a personal goal such as a trip or something I am trying to achieve by opening new business. Your client’s know you are in sales and they want to help you. you just have to ask.
4. Be prepared. Never just wing it. I love to use Salestaffy which provides a short and simple list of my client’s neighbors, social contacts and co-workers. I just print the list, present it to them either in person or via email and then ask them to check off who I should call on. It’s that simple. The best thing is I don’t have to do anything else. It works great and will get you ten plus referrals every time. View a quick video on salestaffy at http://blog.salestaffy.com/?p=9 I am finding that my clients are really impressed when I give them this list. It looks like I really prepared for our meeting.
Kelli Boehm
Disaster Girl