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?