When you have less time, you need referrals.
When you need more sales, you need referrals.
When you are on a deadline, you need referrals.
In other words, referrals should be the lifeline of your business!
Here is a referral gathering gameplan:
1. Ask every time – no matter what
2. Treat getting referrals like getting sales
3. Don’t stop until you get at least 1 referral from every buyer
4. Use the following script: At the very end of your presentation: Do you mind if I ask you a question? What made you decide to go ahead and move forward with this today?
(let them talk)
That’s great. I am really glad to hear that! You know, before I leave, I was going to ask a quick favor of you. I have found that there are really 3 groups of people that I tend to work best with and quite honestly, these people are the ones I can help most often, so I was curious do you know anyone who recently got married, had a new baby or started a new family? (customize for your industry. After receiving referrals find out one piece of unique information about them:
Simply ask: Can you tell me one interesting piece of information about ___ that most people don’t know?
This is your key to getting referrals … now, just put it to use and go kick some referral butt!
In the Spirit of Success,
Corporate Partner and Program Director