Referrals & Testimonials

Referrals are one of the best methods of active prospecting. People that you are selling to typically run in similar circles with people that would be a great opportunity for you. If your customer is happy with you, and your product/services, they will be happy to refer you.  Remember, referrals are just like asking for the sale, If you don’t ask, you don’t get!

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A major part of the follow-up and a huge source of quality prospects for you will be referrals & testimonials from existing customers. Maybe they know of someone else who could benefit from what you offer. If the customer is satisfied with the products and services you have provided, they will be more than happy to give you a referral. There are a few important things you should remember about referrals & testimonials:

#1 Don’t be afraid to ask for help. Most people want to be helpful, especially if they feel they were treated right. Try something like, “Peter, I was wondering if you knew of anyone who might benefit from a discussion around what we provide. I would really appreciate the help.”

#2 Ask for a referral in person. Face to face, making that human connection is far better than a text or email. Since you’re asking them for help, meeting them in person is a small thing that goes a long way.

#3 Timing is everything. The best time to request a referral or testimonial is after the customer has benefited from your product or services. That includes whether they bought it or not. Just because it wasn’t right for them at that time, they may want to write about the positive experience that they were provided.

#4 Say thank you. Even if they cannot come up with anyone for a referral, which happens, thank them for even considering it. Also, if they do come up with one and you make a connection, let them know how much you appreciate them setting up the introduction.

#5 Offer to write a testimonial. Now, I know that sounds a bit odd but think about it. Most people don’t have the time to write one, so if you offer to write it, send it to them for approval or any edits and have them sign it, then you take most of the work off of them.

#6 Use LinkedIn. See who is in your customer's network that you may want to talk to.

If you want to grow your sales pipeline, referrals & testimonials are the easiest way. 

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Homework Assignment:

 

Find out if your company has a referral program. If they don't, consider working to develop one using programs like Livewire's as a template. 

 

Remember Sales Rule #1 - You Don't Ask, You Don't Get

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