Outbound Tips Series #2: Using Referrals

For your outbound prospecting efforts, referrals are a significant asset. Even if they are, no one like feeling like they are being marketed to. Referrals eliminate this component by allowing someone else to handle the most difficult element of the process: introducing your organization.

Referral-based businesses close deals 69 percent faster on average, and their customers are 18 percent more loyal than those who did not receive a referral.

One of the most potent sales tools in your outbound prospecting toolkit is referrals. Getting people to refer you in the first place is the difficult part.

What I want you to do next to put this into action:

When looking for referrals, the first step is to think of people as "introductions" rather than "referrals." While "referrals" sounds like a sales pitch, "introductions" sound more innocent, less forceful, and more likely to lead to what you want: a dialogue.

Begin by requesting introductions to your consumers. Following a positive interaction, word your request as though you're seeking assistance. For example, you may say, "I was hoping you could assist me with something; we're currently trying to expand our business." Do you know someone who, like you, would be interested in these kinds of solutions?"

Finally, make sure you treat your recommendations like VIPs, offering exceptional customer service and treating them as you would treat a friend of a friend, so they won't hesitate to send you another referral.