The document outlines a seven-step process for effectively asking for referrals to generate new business. Key steps include asking politely, helping the referrer think of potential contacts, and keeping them informed about the outcome. It emphasizes tracking the number of referrals requested as a key performance indicator.

1. Asking for
Referrals
@CFSPlayBook www.criteriaforsuccess.com

2. Think of the easiest sale you ever
made.

3. Was it a cold call?

4. (Probably not.)

5. The best way to find new business
is to
ask for referrals.

6. Follow this
seven step process
to get great, valuable referrals.

7. 1. Ask nicely.

8. Never come across as being
entitled
to the referral.

9. 2. Help them think of
someone.

10. Or better yet, present a list of
suggested referrals
based on their LinkedIn network.

11. 3. Ask them why they
thought of this
person.

12. Your contact might have
valuable information
you can use when you call.

13. 4. Request an
introduction.

14. In person
is best, but email or phone will do.

15. 5. Tell them you will
stay in touch.

16. Let your contact know you
value their investment
in giving you a referral.

17. 6. Treat your referral
call like a cold call.

18. “Does my name ring a bell?”

19. 7. Keep them posted.

20. Your contact will be invested in the
outcome
of their referral – close the loop.

21. A word on KPIs—

22. Track the number of referrals
requested,
not just the number received.

23. Thanks – and stay in touch!

24. Looking for more sales best practices?
Check out the CFS Sales PlayBook!