The Right Way to Ask for Client Referrals with Jamie Crosbie, Ep #344
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People who refer someone to you are your greatest advocates. When you cultivate happy customers, you create an army of salespeople working for you. But\\xa0how\\xa0do you ask for referrals? Is there a certain time in the client lifecycle that\\u2019s the best to ask? How do you let a referral source know they\\u2019re appreciated? Jame Crosbie answers these questions\\u2014and much more\\u2014in the first episode of our new series on referral selling. Don\\u2019t miss it!\\xa0
Outline of This Episode
- [1:04] What are referrals? How do they work in sales?
- [1:54] Common mistakes salespeople make asking for referrals
- [3:28] How salespeople can leverage social media to generate referrals
- [4:09] Jamie\\u2019s advice for those exploring referral-based selling\\xa0
- [5:04] How to measure the success of a referral program
- [6:12] Best Practices: The right way to ask for client referrals
- [8:48] The role technology plays in referral selling
- [9:42] Jamie\\u2019s top 3 referral selling dos and don\\u2019ts
- [11:48] Why adding value should be your #1 priority
Common mistakes salespeople make asking for referrals
Jamie points out that people don\\u2019t usually ask for referrals at the right time. You can\\u2019t ask for a referral until you\\u2019ve proven the value of your product or service. The other mistake is not asking for a specific referral. You can\\u2019t say, \\u201cIf I can help anyone else, just let me know.\\u201d\\xa0
Instead, identify your ideal client profile and ask them if there\\u2019s anyone else in their organization or network that you can add value for. The last mistake Jamie often sees is that salespeople neglect to let their clients know that they appreciate their referral. That\\u2019s why Jamie advocates for a referral fee program.
How salespeople can leverage social media to generate referrals
You have to be a thought leader in the space where the people you\\u2019re trying to attract live. That lends you credibility. It might be posting blogs on LinkedIn or sharing marketplace data related to your industry or field. Maybe you\\u2019re a guest on a podcast. But you have to share things so they see you as a leader in your space.
Best Practices: The right way to ask for client referrals
Start with a strategy: Develop relationships with people who also seek out your ideal client. Put together a referral program, fee structure, and strategically go after those relationships as if they were a client for you. They become part of your sales team.\\xa0
Jamie likes to share testimonials and case studies with clients. She\\u2019ll then say something like \\u201cI\\u2019d love to add value like this to your network as well.\\u201d You must always make sure the conversation is geared toward adding value for their business.\\xa0
In every piece of positive communication, ask these questions:
- How else can I add value for you?
- Who else do you believe I could impact?
Always ask for the opportunity to make a bigger impact. Identify who has a similar client profile and get a touchpoint and strategy in place.
Secondly, stay in communication with your clients but avoid making every conversation about asking for a referral.\\xa0
How to measure the success of a referral program
86% of Jamie\\u2019s business is from referrals. It\\u2019s significant. But she\\u2019s well aware that it takes time to build referral-based sales. But Jamie also looks at client growth. Why? Your ICP might be a regional sales manager. That person\\u2019s organization may have 10+ other regional managers all working through different circumstances. Maybe one of them is about to be promoted. How could you impact them or their growth?\\xa0
What are Jamie\\u2019s top 3 referral selling dos and don\\u2019ts? Why is offering value her #1 priority? Listen to the whole episode to learn more!\\xa0
Connect with Jamie Crosbie
Connect With Paul Watts\\xa0
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