3 Referral mistakes to avoid

Here are three common things I find salespeople do to hinder getting referrals.

1. Avoid saying: “Can you think of anyone else that might benefit from meeting with me?”

This seems like a wise approach that could bring any of the 300,000,000 Americans (or 65,000,000 UK residents) onto your prospect list. The problem is that human brains seem to shut off when they hear the word ‘anyone’. Almost all of the time that this phrase is used, people’s minds go blank, they smile and say; “Not right now, but I’ll let you know if I do.”

Do you know anyone who would benefit from this ezine?

Do you know anyone who would like to reduce their stress levels? Or manage their time better?

Or make more money? Who want more referrals? Who like sports?

Usually when we hear these types of questions, our brain gets flooded with fog.

So your job is to be specific in your referral request, to narrow the focus down to 2-3 people so that your client does think of specific individuals.

Now you can’t often expect them to KNOW whether these people have a surefire need for what you do – and it’s worth acknowledging this – but you have taken responsibility for step 3 in the 6 steps to an effective referral conversation. Most of your clients are not going to take time during their crazy busy weeks to think about whether they know ‘anyone’.

Click here for ways to get specific.

2. Avoid telling a client who does mention someone:  “Tell them I’ll be calling” before your client has found out if their referral is even interested.

What do I mean? You’ve asked for a referral, your client does think of someone who MIGHT be interested. But they want to find out first before you go ahead and call this person.

When names do come up, many salespeople are trained to say: “Your brother? Would you mind calling him and telling him I’ll be giving him a call?”

This is going to rub many people the wrong way. It’s pushy. It’s old school and it doesn’t work very well anymore. Most people do not want salespeople calling their loved ones and using their names unless they’ve gotten permission to do so.

Quality referrals usually come from quality relationships not from annoying sales techniques.

3. Avoid leaving all future follow-up of a referral in the hands of others.

What I mean here is: avoid passing out your business card and asking for that to be passed on. Because then you’re just HOPING the phone will ring some day. You want to keep control over the process.
You never want to be in a situation where you have nobody to follow up with in the referral process.  Always be in a position where you’re asking: “When should I get back to you to see if this person is interested?”

It’s okay and normal for you to be waiting for a referral source to get permission for you to call their referral - you should know when you’re going to follow up and find out whether this person is interested.

It’s okay and normal for you to be waiting for a referral to get back to you. But even then you can go back to your referral source and let them know how you’re doing with following up.

The moral of the story?

1. Get specific with your referral requests

2. Get your referral warmed up – they convert 35% better into business

3. Keep control of the referral process.

Who else would benefit from reading this? Please forward it on and share the wealth.