How to Get Referrals by Going through the Back Door, Instead of the Front
What are referrals? Referrals are an endorsed lead that helps you get into a prospect door. It’s natural for a person to be hesitant to provide you will referrals, especially if they never done business with you. So you must make the refer providing you with the referral comfortable and trust that you will not harm their friends with your actions.
I’m first going to tell you what you can not do. You can not go up to people and asking them “Who do you know and can you refer them to me?” This will get you kick out the door faster than you can say, “Never mind.” Now, I am going to tell what you can do. You can make it as easy as possible for the people to refer us to people they know who fit your target demographic.
You need a list of the people in your targeted industry. For example if you are in the office supply business, you want a list on all the local businesses and their owner. Next, you need to find one of the key business owners who can get you in the door of the people on your list. Trust me; most business owners know it each other in the same community and industry. You take your list and presort it prior to asking that key if know one of the names on the list.
If you feel your referrer getting uncomfortable, you can say, “I’m not asking for a lead. I just want to know who the key, business owners in the community are.” And then you go to the referrer with your presorted list and he/she will say, “I know him, you can use my name.” If you didn’t have a presorted list of business owners, you may get one or two names, but if you present the referrer with your list, he’ll say I know him, her, him, him, her, him and her. It’s easier for people to look at a list and tell who they know, versus telling who you know off the top of their head.
This strategic tactic works like crazy. Doing my time of consulting business owners, I never met anyone that used this strategy to this extent. Most entrepreneurs will just run to a person and say can you give me a referral. And of course the person says, “No.” Why? Because, they don’t make it turnkey easy for them to give you the referral. Now you know one of key step to getting leads and referral what are you going to do? Hopefully you take action get mind blowing results.
Bobby
See other business articles at peopleintheknow.com
I’m first going to tell you what you can not do. You can not go up to people and asking them “Who do you know and can you refer them to me?” This will get you kick out the door faster than you can say, “Never mind.” Now, I am going to tell what you can do. You can make it as easy as possible for the people to refer us to people they know who fit your target demographic.
You need a list of the people in your targeted industry. For example if you are in the office supply business, you want a list on all the local businesses and their owner. Next, you need to find one of the key business owners who can get you in the door of the people on your list. Trust me; most business owners know it each other in the same community and industry. You take your list and presort it prior to asking that key if know one of the names on the list.
If you feel your referrer getting uncomfortable, you can say, “I’m not asking for a lead. I just want to know who the key, business owners in the community are.” And then you go to the referrer with your presorted list and he/she will say, “I know him, you can use my name.” If you didn’t have a presorted list of business owners, you may get one or two names, but if you present the referrer with your list, he’ll say I know him, her, him, him, her, him and her. It’s easier for people to look at a list and tell who they know, versus telling who you know off the top of their head.
This strategic tactic works like crazy. Doing my time of consulting business owners, I never met anyone that used this strategy to this extent. Most entrepreneurs will just run to a person and say can you give me a referral. And of course the person says, “No.” Why? Because, they don’t make it turnkey easy for them to give you the referral. Now you know one of key step to getting leads and referral what are you going to do? Hopefully you take action get mind blowing results.
Bobby
See other business articles at peopleintheknow.com
posted by Xspology.com at 8:03 PM
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