We all love to get referrals. Right? They’re proof we’re doing great work. They can open new doors. And often with considerably less effort.
But here’s the truth. The likelihood of you actually winning good profitable business from a referral depends on two things.
1. The quality of the referral
2. How you approach it.
Are you getting referrals that are winnable and desirable for your organization? I’ve received some that are not. And once the introduction is made it can be awkward to pull back. So guide your referrers on what type of opportunity represents good business for you. Share your target customer profile. And the type of work at which your company excels.
As for your approach. If I suggest you speak to John Smith at ABC Company. Don’t do what most sellers do, and say, “Great! Will you introduce me?”
Instead … Get curious. Thank me for the referral and ask specifically why I feel John would benefit from your call.
And if I say, “Well John’s like me. He has a new sales team and he was just saying the other day he wishes he could get his reps producing faster.” Now you have some meat. Rather than calling John and saying “Jill suggested we talk.” You can be specific and compelling. “Hey John Jill Harrington suggested we connect. She mentioned you’re looking for ways to get the new sales team producing faster. We just finished a very successful process with Jill’s sales organization. I’d like to share some of the results and see if we can do the same for you.”
If you want help maximizing referrals from your best customers we want to hear from you. Here’s how to reach us.
Do you have a smart tip on this subject? We’d love to hear it. And if you know others who struggle with this issue, or who would benefit from this tip, please forward it on today.