From the course: Sales: Referral Selling
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What gets in the way?
- Let's set the record straight. Most every salesperson has call reluctance. From the newbie to the seasoned sales pro. I used to as well. Asking for referral introductions feels uncomfortable because it's so personal. We're not talking to faceless strangers, we're talking to clients and business associates, colleagues and friends. Unlike other prospecting strategies, our reputation is clearly on the line. So if referrals are so great, what gets in the way of asking for an introduction? First, you may not know how to ask for a referral. Most of us don't ask for referral introductions with confidence. It feels awkward because we've never learned a reliable process. So we say, "By the way, if you know anyone who could benefit from my services, please pass my name along." You check asking for a referral off your to-do list. That's about all it accomplishes. You may think you do really good work, but others have no clue about what you are truly asking. Your job is to help your referral…
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