Referrals: If You Don't Ask - You Don't Get

Wouldn't it be wonderful if every call you make to a customer was set up in advance and led smoothly to a sale? Ideal world right? Referrals can lead you towards that goal.
The more referrals you have the less cold calls you have to make. The trick: You have to ask for them.
You have to make It a habit to be successful.
I've known this for years, chances are so have you, but I don't always remember either. SO as a way to remind myself and you how to ask for referrals, here are some ways to get started:

=When you begin working with a new customer, make referrals part of your initial agreement. Ask, "If I do a great job for you will you refer me to others that I can help?" Get their agreement on the concept first. Then drop it. Prove yourself first before asking for referrals otherwise your client might think you don't care for them just the referral.

=Set a weekly goal for yourself. Keep track of the number of referrals you ask for. Ask anyone in your network.

=When planning client meetings make a note to ask for referral. Sometimes writing something down is better than trying to remember it, so include it as an agenda item.

=Make a goal at networking events to talk to at least three new people beyond the usual number of people you usually talk to.

=Be specific when asking for a referral. Let your client know who you are looking to reach so they can make a qualified referral. Even if they don't have someone right way to give you, by proving yourself to them they will remember you when they do meet someone that can use your service.

=Givers get or in other words give and you shall receive.
One of the most powerful ways to elicit referrals is to give them generously yourself. Whenever you have the opportunity to refer an associate or bring two contacts together, do so. And when you're attending the aforementioned networking event, make a point of introducing people to one another. Most people will appreciate the referral, and it may inspire them to respond in kind.

=Always thank someone who has given you a referral. Send them a note, keep them informed of your progress and maybe even treat them to lunch. Let them know you appreciated their effort.

Getting into the habit of asking for referrals is a great way to gain new prospects and clients. The more you ask and give, the more referrals you will receive.

Is there anyone in your network looking to hire entry level IT or graphic design graduates? See how I did that? Good habits start with one step.

Thanks!
Ev