Referral sales is personal … but it’s still business.
I recently received the following email:
“I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. I’m also going to ask my network if they know companies in this space.
I think your referral program will have a lot more power if I build my referral wheel and talk to 100 folks in my network, i.e., I should lead by example.
Can you think of anyone in that space? OK, I’m down to 99 as I just asked you.”
Your reaction was probably the same as mine. He didn’t give me a business reason to refer him, he didn’t tell me who he wants to meet (his ideal client), and he broke my #1 rule: Never, ever