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How to Get Leads from Great Customer Referrals?

August 16, 2012

Since coming to Phoenix, I am absolutely amazed how much effort is being spent on networking and getting referral partners to help companies sell.  There is a total reluctance to making cold calls, and too much reliance on Social Media and internet tools to generate leads.  You leave money on the table, if you do not actively ask your satisfied customers for referrals.  Don’t be shy.  If you have done great work ask for more.  Of course there is a time and a place and a methodology to this.  Here are a few tips, which will be helpful in your quest for new leads from customer referrals whether you are a sales person or a sales manager.

Make asking for a referral part of your sales process.  Every person involved in sales should be required to ask for customer referrals.

Make sure you understand specifically why your customer likes about doing business with you and your company. Develop a referral script for everyone to use.  It should be direct, but polite– Example:  “We are honored that you are so pleased with our work.  I am always looking for referrals, so do you know anyone that can benefit from our product / service?”

If no, would you mind if I go through some of your social media connections, and pick a few connections and discuss them with you further.

Or, if no would you mind giving me and my company a written testimonial.

Or, if no how about I give you some extra business cards just in case you think of someone.

If yes “Great, can you give me their name and a little background?  Then let me do a little homework on them, and get back to you on how I feel my company can benefit them.  Perhaps we can set up a time for lunch together after an introductory e-mail.

Make sure the timing is right for asking for the referral, and do this as much as possible face to face.  Help your present customer by defining exactly what a good referral is for you. Ask your customer, if it would be appropriate or helpful to write an introductory e-mail for the customer to the prospect? Make sure not only to thank them after your face to face meeting, but also ask how you can help them with possible referrals.  What are they looking for?

Follow up with a very nice hand written note of thanks and perhaps a little gift.

Your chances for getting a sale from Customer referrals are much higher than your sales referral partners.  If you would like to explore this further, please do not hesitate to call or drop me an e-mail.  The first hour is free.

4 Comments leave one →
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