Why Aren’t Your Getting More Referrals?
Referrals are the one area, that no matter whether you are just beginning your career or if you are in the height of your career, that getting more of means growing your business. The question we are going to address in this article is why people do not get more referrals from their current clients.
Research reports that the main reason why people do not get referrals is because they do not ask for them. So if referrals are a great way to grow your business, the million dollar question is why aren’t people asking for them?!?!
Forget to Ask for Referrals During the Sales Process
The end of the sales process is a good place to ask for referrals, but there is a rule of thumb to follow to ensure you don’t forget to ask at the end. Whenever value is understood by your client, that is the best time to ask for referrals. By asking through out the sales cycle, you won’t forget to ask at the end because you have already asked or planted seeds.
Fear of Asking for Referrals
Where does this fear come from? Many sales people are afraid they might be imposing on their clients. Sit down and figure out why are you are afraid of asking. Is it because you don’t know your clients well enough? Not enough faith in your product? Remember you won’t get any referrals if you don’t ask and the worst thing that could happen if you do ask is that your client says no. Two letter N and O. What is there to be afraid of?
Not Trained Properly
Do you know the correct way to ask for a referral? Do you know how to follow up with a referral and turn them into a client? Check back to our blog often as we will be posting more articles regarding how to generate more referrals and grow your business. If you have a specific question related to referral generation, post a comment below and we will be sure to address it.
The first step in increasing your referral is to figure out why you are not getting them. So take some time today to think about your sales process and figure out why you are not getting more referrals from you clients.
Be Free!
Jeffrey Czajka
Instructor
