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Aug. 11, 2022

TSL Short: How To Ask For Referrals.

TSL Short: How To Ask For Referrals.

Most people suck at asking for referrals, but they are the key to a successful career. Without them, you'll be chasing new business all over. You have a tribe of happy customers, use them to keep your pipeline full. Sean Hill describes how & how often to ask for referrals. 

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Transcript

This is the sales life. I'm your host marsh B. And I created the sales life because I believe the number one skill that you need in your life to embrace uncertainty, handle the adversity and never settle again is the ability to sell, but you don't have to be in sales to learn how to sell. I'll take the skills that I've learned in the sales profession, and I'll show you how I've applied these to every area of my life and how you can too. Enjoy today's TSL moment and see how you can apply it to your life today. For more on the sales life. Go to marshbuice.com that's M a R S H B U I C E. Stay. I preach all the time. It's not your customer's job to remember you, it's your job to make sure they never forget you. Yep. So asking for referrals is. Really queasy for many sales people. How do you ask for referrals? Should it be organic? Should it be something that you ask at the time of sale when you land the account? Is it every few months? If so, how often? How, how do you do it? What's your approach? I don't think there's a bad time to ask referrals. So. I think I probably have more sales off referrals than most people in our company. I don't know if that's accurate or not, but I get a ton of referrals. A lot of my business comes referrals. Do you have that kind of awkwardness though? Sean, where you say, okay, who do you know that could use my services? And it's kind of like, well, I wasn't expecting that question. And the customers can't think of anything so I think the first time you deal with it, it'll probably be that way. But I'll even tell 'em if you know that that's gonna be a response that people are gonna do. Mm-hmm you just know these things going in. You know, what some of your challenges are gonna be when you're on the phone with people, when you're in front of people and through experience of going through these repetitions, you can already expect what their response is gonna be. So you can formulate your question. I'll tell 'em, Hey, I know this may catch you off guard. I know you probably weren't expecting me to ask this, but the way I build my businesses off referrals, we don't do marketing. We go around shaking hands and kissing babies, and we found that a lot of our customers, they know people that could benefit from this program as well. Is that true for you? Could you think of two or three people that might be able to benefit off of this? And they're like, man, I just can't think of anybody right now and know what, that's fine. If you do think of somebody here's three or four of my business cards, I'd be more than happy if you could send him my way. I'd love to talk to him. I don't know if we'd be a good fit, but we could at least go through this same process. And we went through with you. I love the fact that you approach asking for referrals. I know this may catch you off guard. I love that. It breaks the tension and then you use a trigger word such as benefit and who may benefit from my services. So if they don't know of anybody and you hand 'em two or three cards, do you follow back up later on and ask for referrals again from. When I get through my first appointment, before I leave, I ask for referrals after that appointment, as soon as I get back to my office, I write them a thank you card. Thank you for taking the time to meet with me. I really appreciate the opportunity to learn more about your business. I know when we spoke, you couldn't think of anybody that could benefit from our service at the time, but here's a few more on my cards in case you think of somebody again, I would love to talk to. Thank you have a great day. Let me get this straight. You don't just fire out one of those generic you actually take the time and hand write, uh, a thank you note. Yep, love it. Keep 'em on my desk. I keep a stack of thank you cards on my desk and a roll of stamps in the office. And I hand write my thank you cards and mail 'em out every single day for every single level of my appointments. Every time a customer has an anniversary where I've sold them and they came on board with us. I just tell 'em thank you for being part of the charter Morton family, my family, and I thank you, uh, for your business. If you're happy. Here's what you can do. Tell a few of your friends. So you're, promming the pump all the time. Thanks for being a part of the sales life for more on the sales life. Go to marshbuice.com that's M a R S H B U I C E. Be sure and subscribe to not miss any future episodes. New episode every Sunday. Remember the greatest sale that you will ever make is the sale you own you because you're more than enough. Stay amazing. Stay in the sales life.