Repeat customers are invaluable. They pay the bills, and keep you in business. But referrals are how you expand your business. Referrals are the lifeblood of your business, letting you survive and, in some cases, thrive. Everyone agrees on the importance of referrals. However, most salespeople rarely ask for referrals, even from their most loyal customers. “I don’t want to be a pushy salesperson.” Good. I don’t want you to be pushy either. I just want you to be successful.
Here are a few suggestions about getting referrals. First, ask your customer to refer you to a specific person. This helps focus your customer. They don’t have to think about it, they can just act on it. If you have a good working relationship with them, they won’t hesitate in referring you. Second, ask your customer to contact the referral for you, giving them your name. You are doing this to make sure they take your call. Third, after you contact the referral, loop back to your customer and tell them what happened, especially if you got business from the referral. If they have been part of you getting business, they will love hearing about it. Allow your customers to celebrate in your success.
Don’t be afraid to ask for referrals. It’s a normal part of doing business. If you’ve done a good job for a customer, they will be glad to recommend you.