Referrals only work, when you believe they work. Therefore, let’s lay a strong foundation or a “referral results rationale” with a series of nine questions.
Your answers will help eliminate any hesitation, doubt or reluctance, about how referrals will catapult you to new levels of success.
1. Have you bought goods and services from salespeople, you regularly recommended to others? If so, who? How come?
If you’re like me, almost daily, you might be helping a friend or co-worker solve a problem, either professionally or personally. Each of us, in some way, is a source of valuable knowledge and plentiful contacts.
We know stuff. And we know people. This makes us a reliable resource of importance and significance.
When friends recently moved back to our community, (after being gone for 10 years), they wanted to know where to get their hair cut, bring their dry cleaning, order the best deep-dish pizza, find a lawyer, dentist, pediatrician, etc.
So who did they rely on? My wife and I, along with their/our network of friends, family and business associates. They knew we’d all be “watching their backs” and protecting their best interests.
People love to recommend talented professionals, (whether they’re doctors, business owners, service providers or sales pros.)
Too many people are comfortable with mediocrity. But you’re not one of them. That’s why you’re reading this column. That’s why you’re willing to deliver incredible value and results to those you sell and serve. That’s why, others will be thrilled to recommend or refer you. And that’s why, you should have no hesitancy about asking others for referrals.
2. What value do you and your company “bring to the table” others could benefit from? What outcomes do you produce?
Make a list. How do you help others maximize gain? Minimize loss? Improve performance? Productivity? Profitability?
Your answers, reveal the real reasons others say “yes” to you. Your product or service, is merely the conduit for the benefits and the outcomes your customers or clients enjoy.
When you help others maximize their outcomes, you maximize your income.
3. What’s the size of your typical sale? Go ahead, write this dollar amount down.
4. What impact does one more sale, per month, per sales professional have on your company?
5. What impact does one more sale per month have on you?
6. How does one more sale per month make your life easier?
7. What would you do with the earnings from these extra sales?
Now, close your eyes. Imagine what you would do with these additional earnings: The charitable contributions you would make; the car you would drive; the vacation you would take; the tuitions you would pay; the investments you would fund and the improvements you’d make at your home or office.
8. If any still exist, what are your greatest fears or hesitancies when it comes to asking for referrals?
9. How will you overcome these obstacles?
Your answers to the preceding questions, should help you realize, the impact of referrals is significant. So there’s really no need to be hesitant, reluctant or fearful when it comes to asking for them.
Any previous trepidation can now be turned into triumph. Any previous doubt can now be turned into desire. Any previous reluctance can now be turned into resilience. Any previous fear can now be turned into fortune. Referrals are generated from competence and character; rapport and relationships. Not from coercion or pressure.
And to reiterate a key point from last week’s column: Remember to R. E. M. E. M. B. E. R.
To learn how we helped one client generate new sales volume of $230 million in 23 months, all from referrals, please go to jeffblackman.com and click on “Success Stories.”
Next week, the best way(s) to thank someone who gives you a referral.
Until then, one more time ... Remember to R. E. M. E. M. B. E. R.!
Jeff Blackman is a speaker, author, success coach, broadcaster and lawyer who lives part-time on Marco Island. His clients call him a “business-growth specialist.” Send an e-mail to firstname.lastname@example.org or go to jeffblackman.com to subscribe to his free e-letter.