Make It Easy to Ask

Sometimes, ya just gotta ask. But ya don’t need to beg. I think that most of us understand the value of a referral from a happy customer, friend or even a member of the family… but that doesn’t make it any easier to ask.

Making Referrals an Ongoing Marketing Strategy Will Make it Easier

Just saying that doesn’t make it true, does it? But if you change your attitude about referrals it will make it easier to ask. Steven Canale, a speaker, trainer and author says, “…business referrals are the life-blood of those who are considered truly successful in their chosen profession.”

Jeffery Moses, marketer and author says, “Whenever you have a sales discussion with a new or prospective customer, ask for referrals. This is the standard in business, so don’t be hesitant to do so.”

Your customers are expecting you to ask. Don’t be shy. The first step to making referrals an ongoing marketing strategy is simple… just ask.

How Do I Ask Without Making it Sound Pushy?

That’s a good question. Here are 5 inconspicuous things you can start doing today that will make asking for referrals a normal part of everyday… and not appear pushy.

1. Plant Seeds. The next time you begin a customer relationship with someone, make sure they now referrals are an important part of your business. If they found you via a referral, make sure they know that you prefer to work with referrals and that you’re happy to be working with them for that reason. Ask them, “How is Steve, I haven’t seen him in a while?”On the other hand, if they are not a referral, point out your willingness to work with them as a special exception. “Normally I work with clients who have been referred to me by someone that I personally know. However, I really think I can help you and am excited to work with you.”

   By letting all of your clients know that you prefer to work with referred clients you will be preparing them for the request in the future.

2. Look to the future. Sometimes, when you have a new client, it’s awkward to ask for a referral. However, if you ask them to provide a referral for you sometime in the future, you’ll find that resistance will be diminished, and might not exist at all. You may ask, “Mr. Smith, if we agree to work together now, and I can successfully handle this transaction to your satisfaction, would you be willing to refer business to me in the future?”Most people will agree to this request. Of course, now you have to do a good job.
3. Remind and reinforce. Once you’ve prepared them by letting them know you prefer to work with referrals and you’ve done a great job for them, remind them that you would like to work with a referral or two from them.The conversation could go something like this, “Mr. Smith, I sure has been a pleasure to work with you. I hope we can work together again.”

   “By the way, do you know of anyone else who could use my services? After you give them my name or number, make sure they ask for me directly, so I know that you referred them.”

   You may want to give him some business cards or some other promotional material to give his friends and business associates in your behalf.

4. Follow-up. Many businesses find that a periodic phone call asking for referrals is just the ticket. They already know that you prefer to do business with referrals and did a wonderful job for them and others they have referred to you. Sometimes all people need is a little reminder. (By the way, you should be referring your friends and business associates to them as well. Referrals are a two-way street.)
5. Reward the person who gave you the referral. Make sure you let them know the progress of their referral. At least the successful completion of the transaction. You might also offer to take them to lunch or dinner to thank them for the trust and confidence that they have shown in you and your business.