Successful sales professionals and business owners understand how to obtain business with the lowest acquisition cost. A former web developer would ask me each time we either spoke directly or met for at least two to three recommendations. He was very persistent. And in less than six months, he was booked solid for the next three years. He never made a cold call again, nor did he advertise to bring clients to his store.
There are two questions that require answers:
- Whom do I ask for referrals?
- What is the best way to ask?
The answer to the latter question requires timing and tact. The best time to request a reply is when you are with a satisfied client, you have accommodated a need, and the client is happy. While the client is content with your service, ask the following: “I thank you for your business and am glad we have worked well together. Would you mind providing a name or two that seek to obtain similar value that I provide?” Your suggestion of value focus, contentment, and relationship will synergize and provide names.
As an action step, develop the daily habit of asking for referrals. Make this attempt religiously. If necessary, place a note in your day planner or electronic calendar so that it becomes habit. The more requests, the more names received. Continue to ask and watch your business soar without effort!
About the Author
Drew Stevens, Ph.D., is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service, as well as Little Book of Hope, and he is frequently called on by the media for his expertise.
Sign up for Dr. Drew’s newsletter, The Sales Strategist, by emailing
drew3-143901@autocontactor.com and review his new book Split Second Selling at www.gettingtothefinishline.com/products.php. Also, visit Dr. Drew’s blog, located at drewjstevens.blogspot.com.
