From the course: Sales: Referral Selling
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Prioritize your referral sources
From the course: Sales: Referral Selling
Prioritize your referral sources
- Previously, we discussed describing your ideal client and why it's so important to ask for exactly what you want. But where do you start? You have many sources of referrals right in your back pocket. They could be your coworkers, running partners, neighbors, professional association members, friends, or volunteer groups. You get the picture. Sales people who offer complex solutions often think that certain people wouldn't be good referrals. We think they wouldn't know anyone. Your neighbor may be a great source of referrals even though she herself isn't your ideal client. You don't know who people know until you ask. You don't know who their brother-in-law is, the roommate in college, former colleagues, or their neighbors. Don't rule anyone out. But who are really your best referral sources? Your clients. If you don't ask your clients for referrals, you're leaving money on the table. You've disregarded the many relationships you've developed over the course of the buying process…
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