Make Referrals Easy with Specifics

All of us want referrals from one satisfied customer to a new and potential customer. After all, it is the fastest and most cost efficient way to grow business.

But we make it difficult for our customers to provide a referral because we ask in terms that are too general. Does this sound familiar, “Do you know anyone who would make a good client for us?” Even if our customers are willing to provide a referral, we are asking them to do all the work. Value selling training experts recommend that you make it easy for them by supplying more specifics.

1. Identify the role in the organization that would be of most use to you. 
2.  Research the names of the internal folks you would like to meet. Then ask your current customer specifically for help in reaching out to them.
3. Consider also who your client may know outside of the company…perhaps others met at industry gatherings with similar needs.
4. Be specific about the role of those who could benefit most from your product/service. Does your client know the VP of Sales at Company A, B, or C? Would they provide an introduction?

At a minimum, you must be clear about the client industry, size, geography, title and buying triggers and situations where you shine.  Otherwise, it will be difficult to get the referrals that you seek and deserve.