5/9/2024-Wow a customer, get a referral

Asking clients for intros inside their organizations doesn’t just help you get meetings; it is also a fast track to learning how they think about your offering. They won’t intro you if they don’t like you.

Wanna know the best way to get introductions that lead to meetings?

Ask.

Today’s quote reminds you that you must wow your customers to earn a referral.

You know when you’re "wowing" your buyers…so when the opportunity arises to ask, don’t let it pass by. Act.

ASK. (Or would you rather send out 100 emails and pray?)

On a Post-it note, write: ASK FOR AN INTRO. Stick that Post-it on your laptop.

Take out your notebook and write across the top of the next ten pages, ASK FOR AN INTRO.

Take out the written agendas you’ve created for all your upcoming meetings (you ARE preparing written agendas, right?), and write ASK FOR AN INTRO somewhere on your agenda version to remind you.

Grooving a new habit requires discipline – it makes the "doing" easier.

Asking customers for intros must take center stage in your prospecting efforts. And of course, it’s much easier when you’re in front of them…whether in person or on Zoom.

Getting your friendlies to refer you is a much simpler way to build your network versus cold-calling. Also, asking for intros helps you qualify your prospect and learn insights about their current buying state.

It’s imperative that you remember to close each customer meeting – whether F2F or video – with the question, "From what we’ve discussed today, do you feel comfortable helping me inside the org?" They’ll likely say "yes" or start talking about potential folks you should meet with. Good!

But, asking the aforementioned question also offers these tangible benefits:
1. It might lead to a discussion about your prospect’s opinion of your offering.

2. You open the door to learning where decision power is seated in the org by learning who that customer recommends you talk to next.

Once you’ve got a name, inform your client that you will write the intro note for them to send along….make it easy on ’em.

Congrats, you’re off and running and probably just secured the easiest meeting you’ll ever get.

The next time you successfully get a meeting with a new prospect by asking a client for a refferal, you’ll get THIS reaction…