Referral is a qualified prospect who has interests in the benefits of your products and services. The fastest way to get referral is through existing clients who have engaged your services or who believes in what you are selling and is willing to give you the referrals.

Yet I have heard of few sales people during my interactions who will ask me directly for a referral. Some possible reasons could be that I am not the right person to provide referral or perhaps the time of interaction may not be right to ask for referrals. But often, I realize that the reasons include the sales people’s dislike of asking for referrals for fear of rejection of referral attempts, or are afraid to be seen as less successful, or simply that they don’t know how to ask tactfully.

I begin this year with first 2 referrals through clients. And I would like to thank the clients, who may be reading my e-newsletter, for making the initial contacts and personal recommendation through emails with the referrals. I am glad I have made some progress with the referrals for their consideration of my training solutions.

Therefore, if you are like me, are responsible to grow your business, why not source for possible untapped goldmines of referral opportunities, and be more proactive in leveraging on your previous and/or existing clients’ referrals network.

I am a strong believer that people would rather do business with someone they know. With that belief, here I am, sharing with you, as I do in every sales workshop, that referral is ONE of the most powerful ways to generate new business.

Why ask for the referral?

• Referrals are willing to meet with you. This reduces cold calling time.
• Referrals are more willing to engage in the sales dialog, listen and explore with what you have to offer.  This shortens the sales cycle.
• Referrals are less sensitive about price and more value focused
• Referrals are more likely in need of your products and services and have a higher chance to seal the deal.

When to ask for the referral?

• When you know your products /services could benefit and add value to the clients’ organizations and their referrals
• When your existing clients have positive experiences with your products and services
• When your existing clients are more than happy to spread and introduce you to their referrals.
• When it is the right time to ask

How should you ask for the referral?

• The way you ask has to be based on the value you are providing to your clients.
• Respond with ‘Thank you’ and ask for referrals in a respectful and appropriate manner when clients’ compliment your services
• Make sure you are not too aggressive in asking for referrals and inadvertently hurting the relationship with your clients
• Don’t impose on clients when the referrals turn you off

What should you do for existing clients who get you the referrals?

• Continue to provide excellent quality and value added products/services to your existing clients and their referrals.
• Don’t push sales to referrals aggressively and hurt their relationships with your clients
• Respond in kind to your clients. Help to link clients with your business contacts that could benefit the clients’ businesses
• Let your clients know the outcomes, and get them to understand the type of customers that you can provide value.

I hope sharing this will help you leverage on your existing clients, evaluate your efforts to determine what is working and what is not working with referrals for growing your business.