How do you get sales referrals? This is a question that many sales professionals ask themselves. Unfortunately, the answer isn’t always clear, but some best practices for getting the most out of your referrals. In this blog post, Gary Kurtis of Salestips101.com will cover how to get the most out of your referrals by using these five simple tips.
How to ask for referrals
Once you have provided your services your clients or customers may know someone who also needs your services and may agree to provide a referral. Often people mean well but then forget or get distracted, so a good technique is to play “let’s make a deal” up front where you ask them to provide you a referral at the conclusion if they are happy. This conversation creates a sense of obligation. In addition, this conversation is an opportunity to remind the customer of your “deal” throughout your implementation. Finally, remember that if your clients are excited about your services they will want to brag about them.
Make it easy for referrals to happen
Make it easy for them by putting your contact information on the internet and all social media sites that people can easily find. To provide referrals be a “connector” by offering to handle all of the logistics such as scheduling a time for you to connect with your referral. Always stress commonalities as people respond best to hearing how others similar to them are benefiting from your services.
Provide reasons for others to provide you with a referral
There are countless examples of people providing referrals because they “need” you to be successful. A good example is the real estate person that needs a dependable mortgage broker to help close the deal. When you approach a referral partner, think about how you can motivate them to provide referrals by helping them reach their objectives.
Follow up with your referrals
When you get a referral, don’t just sit back and wait for them to turn into sales leads. Instead, you should follow up with them and see if they need any more information from you. If they do, provide it to them and continue to follow up with them until they are ready to meet.
When someone refers you, thank them and reward them. This could be anything from a gift card to a discount on their next purchase. The important thing is to show your appreciation for their referral. Also, after a referral that resulted in a sale, be sure to communicate the results so your referral partner knows it was a great decision and will hopefully provide more referrals.
You can be successful in your business in many ways. This blog post covered how to get the most out of your referrals by using these five simple tips. First, ask for referrals. When you do that, you will get more of them, and it will also help people who refer friends or family members. Don’t sit back and wait for the sales when you get a referral. Reward people who refer others to you- they will feel appreciated, and they might bring more customers to your business.
Have any tips about how you’ve increased sales through referral programs? Let us know in the comments below!
About Gary Kurtis
Gary Kurtis is a sales expert and the founder of salestips101.com, where he provides sales advice and training for small businesses. When Gary’s not helping business owners increase their sales revenue, you can find him spending time with his wife and two young grandchildren or promoting his favorite charity, the ALS Hope Foundation.
If you want to reach out to Gary Kurtis (Field 1 Post Trusted Sales Partner), please contact him by clicking here.
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