How to Ask for Referrals and Actually Get Them

today we're going to talk about how to actually ask for referrals and actually get them now here's the good news if you're following any pq or the new model of selling that we teach in our training programs you're eventually going to do a lot less cold calling and you're going to have a higher percentage of referrals instead and that could depend on your industry but a lot of times we've trained sales people and companies in this method that end up not doing any cold calling at all and you know what's great about that referrals are

much easier to sell than a random stranger if you have the right questions in your arsenal so pay attention to this one we're going to start here with asking for referrals now there's a right way to get referrals in a wrong way i'm just going to show you the right way today i'm going to give you the framework here's how to start that conversation i'm going to role play with myself new model salesperson says this this is after you've already sold them john i appreciate the opportunity to be able to help you um can i

ask you in your mind how do you i guess how do you feel we've been able to help you the most now why do you ask that question because they're going to tell themselves how you've helped them and when they do that they start to own that then they're going to answer and you're going to say this now with that in mind i guess who do you know that might be struggling with and then you're going to plug in the problem you solved for them now example might look like this let's say that you sell

merchant processing of all things with that in mind who do you know that might be struggling with i guess overpaying for merchant processing now once they've suggested a friend and they've answered a business associate the new model salesperson will then ask for more information you have to get more details notice the way i ask this and notice my tone let's say that my friend let's say that their friend jim owns a company that that needs merchant processing i'm just giving you a random example okay um can you tell me a little bit more about this

person and i guess why you feel like we could help them why do you want them to tell you more it goes back to finding more about the person before you call but we also want this prospect to own this that way they're more likely to contact this person and build you up before you actually make that call so then they're gonna tell you why they feel that you can help their friend so they own that and then you're gonna say okay well i guess how do you think it would be best to approach them

do you feel like you should i guess communicate to them first that i would be calling ah why would you want to do that why would you want to ask them to call this person because we want that person referring to reach out to them it's far more powerful that way you're more likely to get a hold of them and actually convert that referral now after they tell you like oh you should call them around this time or blah blah blah blah and yes i'm going to call them and blah blah blah you want to

find out what they're going to say so you're going to say this what do you think you should say when you talk to them now let's say if they come back and they say oh i'm going to talk about all the great things you do and blah blah blah blah well you want to be able to prevent them from saying anything that might be weird or they might create resistance with that person anything too technical or inaccurate or weird it's the key for you to get the right referral and that referral actually being there and

interested so you're going to offer a suggestion to help them communicate the right thing with the right word so let's say to say i'm going to talk about this and this and this yeah i guess you could say that can i suggest something to you yeah sure go ahead what if you talked with them about some of the challenges you had and how he might be having right now and how we were able to solve those would that be more helpful to him now in most cases they're going to think this is a great idea

wow that's a really great idea then you're going to say okay so besides jim is there anyone else you feel we could help now what's important for you to notice about this statement is the use of the words you feel i could help first you've made it about them and how they feel and second people are far more likely to give you referrals if they feel that you are in it to help the people they are referring all right we just went over very short quick examples on how to get referrals the right way and

that is your tip for the day [Music] you