The number one question I get from sales leaders: how do I get my sellers to ask for more referrals? Sellers are notoriously bad at asking for referrals in a business to business environment because it makes them sound needy, helpless, or desperate. How do we rectify this fearful mindset?
WatchReferrals are powerful selling tools when used correctly and as a part of an overall plan to increase your sales results. However, there’s a proper way to ask for referrals and another way that can leave your current clients annoyed and thus hurt your sales in the long run. Far too often, salespeople will commit to making classic mistakes when asking for referrals and assume (based on their disappointing results) that referrals aren't a worthwhile method to create more sales. However, referrals do work. They have the potential to connect you to new opportunities via your current network. This allows you to work with new potential clients with a level of trust and familiarity which otherwise would not exist without the referral. Let’s look at the top two mistakes salespeople make when asking for referrals:
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