7 Steps to Maximize Referral Business

2,077 views

Published on

Have you ever thought about the best source of new business? Here's a little secret - it's referrals. A warm introduction from a trusted mutual contact goes a long way toward getting that next deal. Learn the 7 key steps to successfully receive more referrals and follow up with them effectively.

Want more sales best practices? Check out the CFS Sales PlayBook: www.criteriaforsuccess.com/services/sales-playbook

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
2,077
On SlideShare
0
From Embeds
0
Number of Embeds
503
Actions
Shares
0
Downloads
27
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

7 Steps to Maximize Referral Business

  1. 1. Asking for Referrals @CFSPlayBook www.criteriaforsuccess.com
  2. 2. Think of the easiest sale you ever made.
  3. 3. Was it a cold call?
  4. 4. (Probably not.)
  5. 5. The best way to find new business is to ask for referrals.
  6. 6. Follow this seven step process to get great, valuable referrals.
  7. 7. 1. Ask nicely.
  8. 8. Never come across as being entitled to the referral.
  9. 9. 2. Help them think of someone.
  10. 10. Or better yet, present a list of suggested referrals based on their LinkedIn network.
  11. 11. 3. Ask them why they thought of this person.
  12. 12. Your contact might have valuable information you can use when you call.
  13. 13. 4. Request an introduction.
  14. 14. In person is best, but email or phone will do.
  15. 15. 5. Tell them you will stay in touch.
  16. 16. Let your contact know you value their investment in giving you a referral.
  17. 17. 6. Treat your referral call like a cold call.
  18. 18. “Does my name ring a bell?”
  19. 19. 7. Keep them posted.
  20. 20. Your contact will be invested in the outcome of their referral – close the loop.
  21. 21. A word on KPIs—
  22. 22. Track the number of referrals requested, not just the number received.
  23. 23. Thanks – and stay in touch!
  24. 24. Looking for more sales best practices? Check out the CFS Sales PlayBook!

×