3/12/2024-Getting referrals

Once you get inside an org, flip the switch that unleashes your referral monster. Ask every customer with whom you meet to help you meet others inside their org.

Don’t use the excuse that you need to bond more with the customer before feeling comfortable asking for intros.

What’s the worst thing that could happen when you request a referral? Nothing. As in…the buyer will DO nothing to help you.

So what? …if the buyer ghosts you, cross ’em off the Potential Champion list.

Obviously, timing is everything when it comes to asking for referrals.

The alternative is sending 100 emails and getting one reply.

You’ll have more success asking for referrals at the end of your F2F meetings, but email prospecting for intros will bear fruit, too.

Today, send this note to a bunch of your top clients:

"Hey, Joe…hope you’re doing great today. Personally, I’m ON FIRE because it’s prospecting day! (Hey…a similar day once led me to YOU!) Are you willing to intro me to Fred so I can spread the good word about ? If so, say the word, and I’ll fire off an intro script for ya."

It is so much easier to get an appointment through a warm referral than to bang your head against the wall by cold-emailing prospects.

Writing "Jeff sent me" in the email header can do wonders in opening doors.

Once you get inside an org, turn on the referral monster that lives inside of you: ask for an intro to another buyer in the org at every meeting.

The asking is a good first step, but you’ll also want to qualify to learn insights about your new buyer. Ask your client friend to give you insights about the individual you’ll soon be meeting with…how about stuff like:

1. How much power (influence) does wield?

2. What do you know about <Susan’s> opinions and biases of offerings like ours?

3. What’s the working relationship between you and ?

Intros and information are powerful forces in sales. Tactics are important, too. Get as much upfront info as possible while your buyer-friend agrees to make an intro.

Asking for intros and referrals requires sharp timing and keen observation skills. Ya gotta move when you think your customer is receptive and feeling good about you and your offering.

If Stanley from The Office were a real salesperson, he’d flunk at this, as you’ll see in this YT Short.

Keep your head up.