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?
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?
posted by Harun 'The Persuader' Rabbani at 6:11 pm
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