Why You Should Ask for Referrals

There are so many other ways to get new business besides asking for introductions to your ideal prospects from your existing clients.

I mean, you can make cold calls. (They do work if you do them consistently. No BS.)

You can network over Zoom. (Still in its infancy, but some people say they're making money doing this.)

You can work with your existing clients to get more wallet share from them. (Cross sell!)

Maybe you could even make strategic alliances with people who could introduce you to their clients…(I call this the “even accountants need free lunch every now and then” strategy).

And all of those are good strategies, especially if you’ve got the proper tools, know how to use them, and you do them consistently. (If you don’t have those tools, aren’t sure how to use them, or need some help with accountability, click here to schedule a call with me. I can help you if you're ready for help.)

But 92% of salespeople surveyed by Top Sales Magazine admitted they asked for referrals from their existing clients less than two times in 2018.

92% ADMITTED THEY ASKED LESS THAN TWICE???

KNOW THIS...

20% of your clients will tell other people they work with you and encourage them to do the same.

If you're getting referred business and not asking, this is where they’re coming from.

20% of your clients won’t refer you to anyone.

It’s probably not personal, but many people either aren’t comfortable referring anyone, or their recommendation wouldn’t hold any water with your ideal prospects.

I’m not very good at math, but that means about 60% of your clients are left.

Studies show that 60% want to help you - and will if you ask ‘em to and tell ‘em how.

60%! That’s a big number!

And how many referrals to your ideal prospects would you need in a year to make a big difference in your business? (most of us, not that many.)

I think the reason we don’t ask for referrals is because we don’t want to sound like those awful life insurance agents from the 80’s and 90’s.

“Give me 10 names of people I can call…

The hack to this as a prospect was to keep the names of the people who referred Life Insurance salesmen to you, and put those on YOUR list for the next agent who does that to you.

{And by the way, when you ask for referrals, you don’t want 10 names...you can find names on Google.}

Ask for one introduction to one person your client knows who may be an ideal prospect for you.

Just one.

And, when they make the call, your customer doesn’t need to sell you. They only need to ask their friend or business alliance if they are open to taking your call.

When you call the person who has agreed to take your call, simply say, “John (your customer) thought we should talk.”

Easy peasy.

So here's your call to action:

Ask ONE client for ONE introduction to ONE prospect this week.

Because if you’re sick of the way it’s always been, if you're tired of being mediocre, or even if you’re the best in your company but you’re frustrated because you aren’t having fun selling anymore, the question is, “Are you committed to fix those things?”

You are already good. Let me help you get better!

Bringing Honesty, Transparency, and Selflessness to Business.

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