Without new prospects to convert into customers, your business cannot survive. When you gain new prospects through referrals you will find that those prospects are both easier to work with, and tend to be more profitable.
The key to getting referrals is to ask.
1. The Direct Method
You simply ask your contact, directly, “Who do you know that would benefit from my product, and would appreciate the kind of service I provide?” You can prime the pump by making suggestions like, “Who do you know in your professional organizations, or in other divisions in your company? Who do you know in your church or your social club?” Giving specific groups to consider, help provide focus makes thinking of a referral easier.
The direct approach works best right after you have closed a sale. Your clients are happy, you are happy, everybody is happy, and they are often more than willing to help you out if you ask.
2. The Indirect Method
The second method utilizes the “Give to Get” principle. It comes from Bob Burg in his book Endless Referrals. When you meet someone new, focus on learning about his business and his or her life. Once trust is established, then ask, “How do I know if someone is a good prospect for you?” Listen carefully to the answer. If you know of a good referral offer it to them immediately. Otherwise, get their card and keep your eyes and ears open for them. When you find one, call them.
By ADDDING value, you immediately set yourself apart from the herd. This is huge and it will come back to you. You can use this tactic to develop profitable win/win relationships with nearly every person you meet.
For more ideas and tips for generating referrals, get the book Endless Referrals, by Bob Burg.
What kind of questions do you ask your clients to generate referrals?
This article was written by David Denis owner of http://www.rocksolidwriting.com
David is a freelance writer for hire offering article writing, sales letters, training manuals, speech writing, seo content, sales writing, blog articles, copy-writing service, sales scripts and business name ideas.
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