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A sales referral is when you, as a sales professional, ask a client, a prospect (or even an acquaintance or friend) for the name and contact information of someone who might have an interest, need or want for your product or service. An introduction to the individual makes the sales referral even more powerful.
But first how do you get sales referrals and introductions. The answer is simple - ASK! You already know that you have the right to ask. If you don't ask, you don't get. If you ask, you have a 50-50 chance of getting one, and if you don't, there is nothing lost as you cannot loose something you never had.
Simple make it a habit to ask everyone and you will no longer be making cold calls, but working strictly on a sales referral basis. Ask more to sell more! Don't miss out on this tremendous lead source!
The other option is word of mouth, where you provide an outstanding service and other talks about you. However, if you do not ask for testimonial letters, or for a sales referral, the chances of getting one out of the blue are slim.
You are given a sales referral because you have earned the other person's trust and they think that you can actually help someone else. Do you believe in yourself, in helping others and do you trust yourself? If you don't, nobody else will either.
A sales referral allows you to introduce yourself through that person's name, creating commonality and an immediate level of trust.
There are several reasons why you should ask for a sales referral. When you call a sales referral and encounter their voice mail, be sure to mention the name of the person who provided their name. The sales referral tends to respond faster and at a much higher rate compared to voice mails you leave when making cold calls.
A sales referral has affinity with you and that begins to create an element of trust. And quite frankly, most feel a sense of duty or obligation to those who referred their name. They feel compelled to call back just in case they are asked. Either way, it works for you.
Sales referrals tend to listen and engage you more closely when you finally reach them. Typically, they don't see you as "just another sales rep." A tentative bond is created in your mutual acquaintance. The sales referral is curious and wonders why his or her name was passed on. In simple terms, this gives you a significant edge.
Sales referrals tend to buy at a higher rate compared to cold calls and other lead sources. There are three reasons for this: First, people usually refer others who are in similar situations. They tend to have similar problems, concerns, needs, wants and opportunities. This usually means there is a strong application for your product or services. In short, they are more qualified.
Second, as mentioned above, sales referrals tend to listen more closely to your message. They do not 'dismiss' you as quickly or as lightly as they do other sales reps.
And third, the sales referral's trust is typically higher with you because he or she can "check you out." You have an instant credibility source. Every buyer is looking for someone they can trust and depend upon. Having evidence of success with a known acquaintance makes buying easier for referral and easier for you.
Remember, if you don't ask, you don't get.
Bob Urichuck is an International Speaker, Trainer and Best-Selling Author. Learn personally from Bob in the areas of Sales, Motivation, Leadership and Team Skills. Bob presents a series of great ideas and strategies with combination of facts, humor, and practical concept in a high-energy and self-discovery process that you can apply right away to achieve results. Subscribe to Bob's Free Newsletter, worth $297, visit http://www.BobU.com Now!
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