START BY ASKING… most Salespeople know two things for sure…#1. I need to Ask for Referrals more often &… #2. Sometimes I don't feel comfortable Asking for Referrals. So let's look at some simple answers to the question,"When should I ask for referrals and what's the easiest way to do that?":
1. Ask for Referrals after you have provided value… not before. When you give value to your Customers, they are much more inclined to reciprocate… they will give back.
2. Ask for Referrals when know they are pleased with the service you have provided. A simple approach is the direct approach… "Mr. Customer, how do you feel about this sale/your purchase/the service we have provided?".
3. The best time to Ask for Referrals is right after the sale is made. When the chemistry is right, take advantage of it. Simply put, why shouldn't you? People love to help.
4. Get comfortable asking the same way every time. Take five minutes and write down the question you want to ask. Here's an example… "As you know, I am always looking for more people to help in my business… who do you know that needs my help to (your product/service) right now?".
The Salespeople who do not Ask for Referrals consistently follow a dangerous assumption. They believe that when the opportunity arises their Customers will automatically send business their way. Big mistake. This is the story they tell themselves because they believe that Asking for Referrals is "being pushy". Your Customers have a lot going on in their lives. Sending you referrals is not the first thing on their list. It's your job to remind them that you are very effective at providing value. Ask and you shall receive. NO Excuses.