Don’t assume your team knows how to ask for referrals.
Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence.
And therein lies the problem. A big problem. It’s the misguided belief that “telling” translates to “doing.”
The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. (It’s not.) One author stated that 20 percent of a company’s clients should come from referrals. (Only 20 percent?)
If only 20 percent of your clients were referred, then your team obviously hasn’t learned how to ask for referrals, which means you’re missing out on your prime source of qualified leads. Again, that’s a big problem.
5 Misconceptions About Asking for Referrals
Sales pros always agree that they get their most qualified
