Reason #2 for NOT Asking for Referrals

What if my prospect has not bought anything from me?

Can you just imagine that - someone saying 'no' to you?!!!

Of course, many of your prospective customers over the years will not buy anything from you. Even if they have a need for your services, they may choose not to buy from you from a variety of reasons. They may have an incumbent supplier; they may not have the money or they may plain and simply be in a buying state at that moment you ask.

The vast majority of people are generally nice and do not like to say 'no'. They don't like letting people down. So what are the chances that your prospects enjoy saying 'no'? Probably little. So don't make them feel pressured. Help them bow out of your offering gracefully. How do you do this? Thank them for their time and then ask them for a referral.

Here's an example of how you can ask:

"Steven, I respect you for saying 'no' and I understand that not everyone will be ready to buy now. That's OK by me. As you may have sensed, I am passionate about what the Acme financial protection plan can do for a business owner's peace of mind.

So, who do you know who is a business owner of an IT software firm who has recently gone into partnership two or more directors and is based in the West Midlands area?"

By asking for a referral, you are giving your prospect a more comfortable way to walk away from your business proposition. What's the worst thing that can happen? They refuse to help you and you never see them again?

What's the best thing that can happen? They give you a qualified referral that leads to more sales = profits!

Who's making the most out of the sales meeting - you or your prospect? How long are you going to leave money at the table? Massive results only happen when you've taken a few small steps of courage everyday. Act today. Act now.

Who is making the most out of the sales meeting – the buyer or you, the seller? A sale is made every time a buyer meets the seller. Sometimes the seller convinces the buyer to go ahead and buy; sometimes the buyer convinces both of you that he shouldn’t buy. Who’s making the most out of the sale – you or your customer? Always remember to ask your buyer for referrals.

Want to find out more about how you can boost your business referrals, then why not book yourself for the Referral Sales Summit on Tuesday 27th June 2006 in Birmingham, UK?

Reason # 1 for NOT Asking for Referrals

Sounding pushy and rude

Recently during a networking discussion, I overheard the following comment made by an entrepreneur:

"I've never gone out looking for referrals. I always considered that kind of thing pushy and rude. Some of my clients wouldn't be receptive to that kind of thing at all, so I've always avoided asking directly."

Frankly, I am amazed that some people think this way. Is this the kind of person who would present a great product to a client, then to deny the customer the right to own the product because they think that asking for the sale seems a bit pushy?

I have yet to meet a happy customer who slammed the door in my face because I've asked for them a referral. If your customers choose to refuse to give your referrals, it is because of one of the following:

1. They are not really happy with your products or
   
2. They do not understand the referral process

If the underlying reason is number 1, then you will need to find out what was missing from what they purchased from you. Then deal with it before proceeding to ask for a referral.

If they do not understand the referral process, then it is up to you to educate them. Reassure them that you will only contact the referral after your customer has told them in advance. Let them know how you will proceed with communicating with your referral.

Don't have the alarmist mindset that asking for referrals is about you going on an ego trip. It's not. You are asking your customer for referrals in order for you to help the next group of customers with your wonderful service. How much money are you leaving at the table by not asking your customers to give referrals?

Want to find out more about how you can boost your business referrals, then why not book yourself for the Referral Sales Summit on Tuesday 27th June 2006 in Birmingham, UK?

A Referral Success: 'and Death Came Third'

On 5th April 2005, Andy Lopata and Peter Roper managed to get their book '...and Death Came Third' to the number 2 spot on Amazon on the day of the book's launch, instantly making it a best seller. I wonder how many millions of authors dream of getting their book into the top 100, let alone the second highest spot?

Yet, how is it that two relatively unknown businessmen managed to capture the attention of enough buyers to outsell many thousands of other books on that one day? Why would unsuspecting visitors to Amazon suddenly have the urge to puchase a book that was not being discounted (£14.95), nor did it have any reviews at that time?

There is more to it than meets the eye. Andy Lopata are networkers and professional speakers. They knew approximately how many they needed to sell to hit the top spot and they knew they couldn't simply do it on their own. So do you know what they did? They just asked people in their network to help. They created an ethical bribe for people who bought the book on the day of approximately £2000 worth of bonus gifts and created one of the most powerful forms of advertising I know - viral marketing. I'm not sure about the exact figures, but I think they got their marketing message to approximately 250,000 people in the space of 5 days. Even though a very small proportion bought (2,000 people), it was enough to catapult them to the number 2 spot.

So what's the moral of the story? If you don't ask BIG in your referral marketing, you don't get BIG results. Andy and Peter asked BIG, played BIG and they got a MASSIVE result.

Want to find out more about how you can boost your business referrals, then why not book yourself for the Referral Sales Summit on Tuesday 27th June 2006 in Birmingham, UK?