9/11/2024-Upgrade your referrals strategy

Here are the probabilities of you booking a pitch meeting through these actions…

Email: .00002% (yes, that high).

Commenting on a buyer’s LI post: .00000% (…but your optimism is endearing).

Buyer suggesting another meeting: It’s possible (but only when you’ve been immersed in the account for many months).

Buyer emails you with their Calendly link: nil (…again, great optimism by you).

Referral: no hard data on it…but chances skyrocket if you ask. Frequently.

Today, ask your BFFBs to introduce you to their buyer friends outside of their org.

That’s not a zany idea…but this might be: shoot high. Don’t go for the junior or mid-level buyers, go for the senior KDMs.

1. Ask your BFFB if they can stick around on Zoom for 3 minutes after your meeting. Say, "…because I need a favor."

2. Proclaim you need "prospecting help" and need an intro. (Humans love honesty.)

3. Explain the profile of who you’re looking to meet.

4. Tell them you’ll send a profile summary and a script because you "don’t expect any names to come up" immediately.

Note: none of this approach works through email. (Stop the nonsense.)

It’s easier to succeed in asking for referrals than to ask for directions as this Dumb and Dumber movie clip proves.

(…that Jim Carey dude….!)