Closing the Deal on the Go: Referrals are Gems

Referrals are gems. In prospecting they are crown jewels. However, many sales people are reluctant to ask for them. Why? They fear rejection and do not want to appear in need of help. But the truth is most people like to be asked for help and will likely be flattered by the request. In fact many people ranging from Benjamin Franklin to today’s social psychologists have found that a good way to make another person find you more likable is to ask for a favor.

So, try asking your customers for referrals, especially right after you close a deal. Not only will this lead to more potential clients, but it will help strengthen the relationship you have with the client that gives you the referral (research shows that this causes your clients to further justify doing business with you on a subconscious level). Also, feel free to ask prospects, friends, relatives, and other referrals for referrals. Be specific when you ask. And, when possible, ask for the referral face to face. The eye contact will help you batting average go up.

Then, when you get the referral, ask for more than just a name. Try to get the person making the referral to make a call. If they say no, see if they will write you a note. A line on the back of a business card will suffice. And, if all they will provide is a name, see if they will allow you to mention their name, because without that, the potential of the referral goes down.

After you receive the referral, be sure thank the person who provides it, inform them of how it went, and ask for another.

So, do you ask for referrals? Take our poll, or leave a comment.

Do you ask for Referrals?
(polls)

This post is based on material originally published in Closing the Deal.

For more information on Closing the Deal, check it out on Amazon.

(Burghgraef, Richard. Closing the Deal: Hot Sales Strategies that Make Money. Encouragement Press. Illinois: Chicago. 2007)

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One Response to “Closing the Deal on the Go: Referrals are Gems”

  1. RobD Says:

    what a great site and informative posts, I will add a backlink and bookmark your site. Keep up the good work! 🙂

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