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How can you use reciprocity to get referrals from prospects?

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Reciprocity is the principle that people tend to return favors or act kindly to those who have done the same for them. In sales, reciprocity can be a powerful tool to build trust, rapport, and loyalty with your prospects, and also to generate more referrals. Referrals are one of the most effective ways to grow your sales pipeline, as they can reduce your cold outreach efforts, increase your conversion rates, and shorten your sales cycle. But how can you use reciprocity to get referrals from prospects without being pushy or desperate? Here are some tips to help you.

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1 Offer value first

Before you ask for a referral, you need to offer something of value to your prospect. This could be a free consultation, a demo, a trial, a discount, a case study, a testimonial, or any other relevant and helpful resource that can solve their pain points or address their goals. By offering value first, you are not only demonstrating your expertise and credibility, but also creating a positive impression and a sense of obligation in your prospect. They will be more likely to reciprocate your generosity by giving you a referral.

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Louie Bernstein

LinkedIn Top Voice | INC 500 Winner | Founders: Spending too much time in sales and not growing as quickly as you want? I can fix that without breaking the bank. Book an introductory call. I have been where you are now.
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“Self-praise is no recommendation.” Your prospects are way more likely to believe something someone else says about you than what you say. The best time to get a customer referral is right after they have started using your product and are happy with their new experience. The key to getting testimonials and referrals is to make the process easy. I usually say: “Steve, are you happy enough with our product to provide a testimonial?” Hopefully, they will say yes. “I know you are very busy. I am obviously familiar with your account. Would it save you time if I wrote it for you and sent it to you for your approval? You can obviously change or edit anything.” While it takes some guts to ask this, I have never been turned down.

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Saranya Roy

Senior Sales Strategy & Operations Manager, Amazon.com | Ex-founder, SaltnSoap.com
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Using reciprocity to get referrals from prospects involves offering value before expecting a referral. Provide helpful information, insights, or assistance that aligns with their business needs. Build a relationship based on trust and mutual benefit. After delivering value, gently introduce the idea of referrals. Express how referrals are important for your business and ask if they know anyone who could benefit from your services. Show appreciation for any referrals received. Offer incentives or rewards for successful referrals. Maintain regular communication and continue offering value, reinforcing the reciprocal relationship.

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2 Ask at the right time

Timing is everything when it comes to asking for a referral. You don't want to ask too early, when your prospect barely knows you or trusts you, or too late, when they have already moved on or forgotten about you. The best time to ask for a referral is when your prospect is happy, satisfied, or impressed with your solution, service, or relationship. This could be after they have signed a contract, achieved a positive outcome, given you a positive feedback, or expressed gratitude or appreciation. At this point, they are more likely to feel emotionally invested and willing to help you.

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Naveen Prakash

“Whatever you do, work heartily, as for the Lord and not for men”…. You are serving the Lord Christ.” Col? ?3?:?23?-?24? ?ESV??
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Referrals are one of the best sale / marketing tools. Very difficult to get authentic referrals which can be quickly turned into prospective customers. Timing is everything when it comes to asking for referrals, as most of the clients have busy schedules last thing on their mind is to share details of other prospective customers for our business. As a sales person I must keep a target to get X no of referrals from my existing happy customers. We need to find the time when the client is free and has an access to their phone , laptop or business card folders. One of the best ways to help the customer to give referrals is to ask them to look up in their business associates WhatsApp groups, industry directory or conferences directory.

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3 Make it easy and specific

One of the biggest reasons why prospects don't give referrals is because they don't know how or who to refer. That's why you need to make it easy and specific for them. You can do this by providing them with a clear and simple referral process, such as a link, a form, a script, or a template that they can use to share your information with their contacts. You can also give them some criteria or examples of the ideal referrals you are looking for, such as their industry, role, size, location, or challenge. This way, you can reduce their mental effort and increase their response rate.

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4 Follow up and thank them

The last step to use reciprocity to get referrals from prospects is to follow up and thank them. You need to show them that you appreciate their effort and trust, and that you value their relationship. You can do this by sending them a personalized thank-you note, email, or message, acknowledging their referral and expressing your gratitude. You can also update them on the status of their referral, and let them know if you have contacted them, scheduled a meeting, or closed a deal. You can also offer them some incentives or rewards, such as a gift card, a referral fee, a discount, or a free upgrade. By doing this, you are reinforcing the positive cycle of reciprocity and encouraging them to give you more referrals in the future.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you use reciprocity to get referrals from prospects?

1

2

3

4

5

1 Offer value first

2 Ask at the right time

3 Make it easy and specific

4 Follow up and thank them

5 Here’s what else to consider

Sales Operations

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How can you use reciprocity to get referrals from prospects?

1

2

3

4

5

1 Offer value first

2 Ask at the right time

3 Make it easy and specific

4 Follow up and thank them

5 Here’s what else to consider

Sales Operations

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