Peady’s Selling Engagement sponsored by IRD Prospector

A sales referral is among the most valuable prospecting sources available to a salesperson. Gold!

My definition of a sales referral is a lead to a prospect given by someone who already knows both of you – maybe a current customer or a third party. And who is prepared to personally introduce you.

So when is it appropriate to ask for a referral? I’ll tell you when you shouldn’t and that’s when you have just made the sale!!  It puts your new customer in a difficult, if not embarrassing position so why do it? You haven’t delivered anything, you haven’t proven anything other than demonstrate that you can close a sale.

The best way to get a referral is to earn it – earn it by delivering great service, becoming an asset to your new customer, exceeding their expectations. Doing the things your competitors can’t or won’t do.

Referrals are there for the taking. Recent research from Dale Carnegie Training shows that 91% of customers say they’d give referrals; however only 11% of salespeople ask for referrals.
Finally, there is an even more powerful way to gain referrals and that’s to give referrals.

Here’s an idea: Look at your current client list, select three or four of your best, then think of who is in your network that might become a suitable prospect for each of them. That’s called reciprocity and you might be surprised how powerful that can be.
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]