Thursday, August 20, 2015

Askers: Todays Kudos & Encouragement (Thurs 8-20-15)

Good Morning Askers,
Are WE Comfortable Asking for a Referral?
In the last year, I've delivered a series of Kudo's & Encouragements about self gens and referrals. Those who have followed the suggestions have seen their abilities grow. One stumbling block we have run into regarding asking for referrals is some feel asking a customer for a referral is asking for a favor. As a result, they rarely ask for referrals because they don’t want to impose on the customer. They don’t want to appear “pushy” and are afraid they’d jeopardize the relationship.

But here’s the thing. Asking for a referral is not asking for a favor. It’s a normal part of doing business and none of us should shy away from it. When we don’t ask for referrals, we are missing sales opportunities.

We might be asking ourselves why we should ask for referrals.  Because they are powerful – that’s why. It’s the easiest way to gain new customers and the least expensive. Positive word of mouth is a potent tool, and when we ask for a referral we are helping create word of mouth…about us!! We are gaining access to our customer’s contacts for the price of a phone call. And a good referral is an endorsement.

When we do ask for a referral, make it easy for our customer. Ask them if they could refer us to someone specific, rather than just asking “Do you know anyone you could refer me to?” That puts too much responsibility on the customer.

Remember, don’t hesitate to ask for a referral. We’ve done a good job, and our customer likes us and our work.  Be confident, and build on that relationship.

Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
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