#1.  Ask for referrals before the close
Where does it say that you can only ask for referrals at the end of the sales interaction?  Ask for referrals early in the sales process and before you ask for the order.  After you ask for the order, a certain amount of tension ensues. If the closing goes badly, you are now losing the opportunity to get referrals while the prospect still has a good feeling about you.  Ask for referrals early.

#2.  Do not look for lay-down sales
The main problem sales people have in asking for referrals from the no-sale prospect, is that they are looking for referrals to potential sales; people who will buy, or who are guaranteed to be interested in the product or service.   This is a mistake.  For a referral,  all you should be looking for is a qualified lead; not a lay down sale.  Remember, and help the prospect to understand that all you are looking for is an introduction…that’s all.  Neither the prospect, nor you should be thinking about anybody buying anything at this point.  Do not try to skip steps in the sales process.  Ask for an introduction to those who are qualified to do business with you, and then do your job. 

Sales Person: “Ms Prospect, if one of your business associates walked in the door right now, would you introduce me to him or her and tell them what I do?”

Prospect:         “Of course.”

Sales Person: “Well, since they may not walk in the door while I am here, can you jot down the names of a few of those people you would introduce me to if they did come by?  Please, don’t worry about if they would be interested in buying.  I make my living from meeting people and explaining what I do, just as I am doing here with you…”

#3.  Use the fact that the prospect did not buy, along with the value of the meeting
Riding on the heels of Tip #2, remind the prospect that he or she should not be thinking about referring only people they believe will have an interest or will buy.  Use the fact that the prospect also did not buy, as proof.   Also, build and use the value of the meeting on its own merits. 

Sales Person: “Mr Prospect, again I really appreciate your time here today.  And even though you decided to hold off on the purhcase, did you find the information I give you to be beneficial to you?  I mean did you gain some valuable insight from our meeting?”

Prospect:         “Oh yes.   You gave me a lot to think about and showed me a few things I never knew before…”

Sales Person: “Well, that is really the essence of my job, Mr Prospect; to give people valuable information that will help them.  From that information, some people move ahead and hire my services, while some people, even like youself, may not.  But everyone benefits from a meeting with me, as you can see.  With that thought in mind…”

You get the idea.    

Ask for referrals before the close.  
Don’t look for referrals that are lay-downs, and promote the value of the meeting itself. 

Finanlly, and this is the hard part:  When you get those referrals from the no-sale interactions…CALL THEM!

Happy Selling

Sean

Sean McPheat
Bestselling Author, Sales Authority & Speaker On Modern Day Selling Methods 

MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

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#1: Ask Before the Close
Most sales people have a real problem asking for referrals from prospects who do not buy. Once the sales person attempts to close the sale and gets objections, the “battle” is on. The sales person does everything to try to get the business right then and fails. At this point, the sales person is not very happy with this prospect and does not feel comfortable or confident in asking for referrals. In addition, the prospect may now feel uneasy due to the persistent closing attempts of the sales person. The prospect does not want to put that same “pressure” on friends or associates.

The Solution: Ask for referrals during the sales interaction and long before you ask for the order. Once you ask for the order, a certain amount of tension ensues, no matter what—it is natural. So ask early in the sales interaction. Ask for the referrals when the prospect still has a great and positive impression of you and visa versa. Plan a time to get referrals early in the sales interaction before the pressure of closing the sales comes into play.

#2: Just an Introduction
Remember that when you ask for a referral, you are only asking for an introduction. You are not asking the prospect for people who they think will buy your product or service. However, that feeling of a referral being a willing buyer, always surrounds the referral obtaining process.

The Solution: One way to help the prospect relax and understand that all you want is an introduction is to phrase the referral questions something like this:

Sales Rep:“Mr and Mrs Prospect; if your neighbours walked in the door right now, would you introduce me to them? I mean would you say, “This is Steve with ABC Widgets…” and allow me to shake their hand?

Prospect: “Of course we would.”

Sales Rep: “Well, that is actually how I make a living, Mr and Mrs Prospect. I meet people and shake their hands. From that, some people buy widgets and some do not, but it really doesn’t matter who does and who doesn’t. My main job is to meet and shake hands. So, not knowing how many of your neighbours might walk in the door tonight, while I put this proposal together, could you take a few minutes and jot down the names of a few of those neighbours who you would introduce me to, so I might shake their hand?”

#3: Pay the Prospect for Referrals
Getting referrals is the perfect way to offer a discount. Offer to pay for referrals. You have been trying to close as the prospect continues to object. However, you feel that if you reduced your price by a small amount, it would clinch the deal. Do not just give away the money. Add value to your product or service and pay for referrals to lower the price. If you’ve already obtained lots of referrals obtained many referrals during the sales interaction, then offer the discount for the prospect to call and help you secure an appointment with one or more of those referrals.

Ask for referrals and you will get them.

Happy Selling

Sean

Sean McPheat
Managing Director
MTD Sales Training

Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

Click on the image below to find out why you’re very existence as a sales person is in doubt…

Referrals are always the best way to get your name known in a company, because you have a specific reason for calling and it is not a dreaded cold-call.

If you know who you want to speak to and you are going to benefit that person, you can get straight to the point with the gatekeeper.

It should go something like this: “Good morning, my name’s Stephanie and I’m from ABC Ltd. I’ve been doing business with (referral) for some time and she asked me to call (Mr Buyer) as she knows we have something of interest for him. Please could you put me through?’

You don’t have to over-elaborate or go into great detail with the gate-keeper. Something short and straight to the point is all that’s necessary.

Here’s something similar…”Hi, this is Stephanie from ABC Ltd. Jo Smith from XYZ asked me to call (Mr Buyer). Could you help me by putting me through to him, please?’

That way, you are getting straight to the point and giving a specific reason for you to be put through to the person you wish to talk to. If the gatekeeper knows Company XYZ, or (even better) Jo Smith from XYZ, they have a good reason to connect you.

There isn’t any real need to go into great detail with the gatekeeper. They are there to filter out calls, but your call is one that doesn’t need to be filtered and you don’t have to ramble on about how you got the referral or how interested the buyer would be in talking to you because you helped the referrer’s business.

No, you just need to make it clear that you have this reason for calling and that the buyer (or your prospect) will benefit from speaking to you.

Hope that helps, Stephanie.

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working with updated, modern and sophisticated consumers.

I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique. The whole problem is in the way you THINK about asking for referrals. Most sales people still have a wrong way of thinking about this and it is the same misunderstanding about the thinking about setting appointments.

The average sales person, when thinking about asking for referrals is thinking about asking for potential customers. They are thinking about who can the customer refer to them who may possibly buy the product or service, and this is a mistake. This thinking is skipping the steps in the sales process.

When setting appointments, many sales people have this same problem in that they are looking for people who are “ready to buy” instead of setting appointments with those who are simply “qualified to buy.” They are selling the product or service over telephone instead of selling the appointment.

Likewise, when thinking about referrals, sales people are looking for a “ready made customer” instead of a possibly qualified prospect. This thinking makes the whole thing uncomfortable and unnatural: you are asking the customer to give you the name and number of someone whom you are going to go and ask for money and you are going to use their name to do it!

The customer is not comfortable doing that and you are not comfortable asking them.

Change your thinking about asking for referrals.

Look at it this way:

If you where sitting in your client’s office and one of their business associates walk in the door; would that client introduce you to that associate? Would they also tell them what you do, what company you work for? Of course they would. It is natural and comfortable. You are not asking for any money—it is an introduction—that’s all! And that is all you are asking for: an introduction.

Also, if you are indeed a professional; an expert in your industry, then let’s not forget that when you meet with a prospective customer and do a sales presentation or consultation, you impart an enormous amount of beneficial industry information to that prospect. You provide a useful and profitable education for the prospect which will help them regardless of if they buy or not. And you do it for FREE!

“Mr. Client, you remember when we first met and I presented all of that information? I helped you see exactly how your older electrical system was costing you a ton of money. Well, that is my job; to help business owners see what is hurting their bottom line. I would like to meet some of your associates so that I can share the same money saving information with them…”
Do not skip steps in the sales process.

Do not sell the product or service.

Do not look for “lay-down-sales.”

Look for introductions. Change YOUR thinking on asking for referrals and it will change your client’s thinking on giving them to you!

Happy Selling

Sean

Sean McPheat
Managing Director
MTD Sales Training

Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

Click on the image below to find out why you’re very existence as a sales person is in doubt…