Everybody wants to get as many referrals as they can to help them grow business, but there are some key things you need to do to ensure that you are getting the referrals you need.
First, make deposits. Just like a bank account, it is possible to try to withdraw from someone a referral before he or she is ready to give you a referral. This could be for several reasons, so therefore you need to:
Get Permission: You need to ask the question, “Is there any reason why you would not feel comfortable introducing me or referring me to your clients, friends, or associates?” You really want to know if this is the case.
Ask if they have any issues with you, your product, your service or your company. Many time small objections or issues come up that could easily be cleared up with proper communication. You want to honestly and realistically know if there are any issues, you don’t want these issues to be hidden.
After you remove any potential objections and you have made sure there are no issues now you need to ask specific question on who you can be introduced to. Don’t just say, “who do you know” but ask specific questions as in “who do you know that could use a new investment program” sometimes depending upon the sales cycle you might ask, “who do you know that might be open to learning more about investment opportunities”
Finally, stay top of mind. Many retail and Fortune 500 companies that serve or sell to the public understand this concept. You must stay at the forefront of the minds of people, even if you don’t get referrals immediately. Why? Because people will and do forget quickly about you if you don’t stay in front of them!
If you utilize these strategies you will find it much easier to get more referrals.
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