Reference Referrals Upfront

If you had a way to immediately put your client or prospect at ease would you use it? If you have a solid referral, then you have a way to make that connection. When you reference your referral right off the bat, your prospect immediately has a standard to judge you by—someone they already know, like or trust. So, when getting a referral find out how the person giving the referral knows the person. Are they long-time friends? Or did they meet at a conference and are just another name in a Rolodex? Did they ever work together? Do they interact frequently? Knowing the roots or foundation of the relationship of a person that someone is referring you to will help you gauge the strength of the referral, and the potential for interest when you call. Don’t assume the person will remember how you got their name once you do meet however.

Remind them. Reference the referral immediately, confirm the connection e.g., “Dave said you two used to work at Widgets R Us a few years ago,” or “John told me you two were college roommates.” Referencing just the referral, “Susan Smith gave me your name,” is one thing. But to get the real effect of a referral, mention the personal aspect. Your prospect will associate the good memories or relationship with you and your presence. You’ll have more credibility and your prospect will be more open to hearing what you have to say.

Quote:

“In the music business, we’ve always known that personal referrals and relationships lead to sales.” ~Stephen Murray

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People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types

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