The best time to ask for referrals is right after the close; however, you should instead ask as a future favor, because you want referrals from satisfied customers—those who've had a positive experience with your product or service.
- Have you ever agreed to do business with someone…who immediately upon closing the deal…says something like this?…Pat, thanks for doing business with me.…You came to me by way of referral,…so I was wondering if you know anyone else…who might want the products or services that I offer.…Personally, I hate that approach.…I understand the rationale behind it.…The customer is happy, you want to get names…before anything could go wrong.…If you don't ask right away,…you'll forget and other reasons.…But I think there are a couple of problems…with this approach.…
First, it comes across like a typical salesperson…who's only concerned with the next sale…and not the current customer.…Second, the customer isn't mentally prepared…to talk about referrals.…Even if you get some names and numbers,…it's likely they'll just give you the information…to get you off their back.…I'm going to share with you a much better approach…that incorporates some psychology.…Rather than asking for referrals immediately,…ask for them as a future favor.…
Lynda.com is a PMI Registered Education Provider. This course qualifies for professional development units (PDUs). To view the activity and PDU details for this course, click here.
The PMI Registered Education Provider logo is a registered mark of the Project Management Institute, Inc.
- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals