As humans, we are often hesitant to ask for help or a favor from acquaintances and people from the professional circle. The same mindset is carried in asking for referrals from a client as salespeople generally assume asking for referrals as asking for help from a client.
To address this for sales people and help them be more comfortable in asking for referrals , let’s first see what stops people from seeking help –
- Fear of Rejections – No one likes to hear the word NO especially when they seek help from others. The fear of rejection in the past would alter their behaviour in seeking help from others in the future too.
- Fear of Appearing Weak – People also consider asking for help as admitting being weak and are embarrassed.
- Self Reliance – I can do it myself attitude( which sometimes the ego) of an individual that stops them from seeking help
but the truth is SMART PEOPLE ASK FOR HELP
Let’s understand that asking for help for many things in life is definitely not the same as asking for referrals from an existing client. The better we digest this, the better will be our sales numbers contributed by referral business .
The biggest ice to be broken here is that asking for a referral is not asking for help
Salespeople are trained to hear the word NO, face rejections and march forward to success in business.
Yet why do they hesitate to ask for referrals?
It’s definitely more than fear of rejection and indeed there is a list – It is their fear of bothering others, their fear of being pushy in the eyes of client, fear of damaging their existing relationships with clients in the event of client saying no to references, or simply they don’t know how to make a request that is effective, or they don’t value the method of achieving business via referrals.
Whatever the reason may be, not asking for referrals is an opportunity loss and being in sales one should make every opportunity count. Some stats around referral business opportunity –
70% of salespeople are scared or uncomfortable bringing up this conversation of referrals to their clients. On the contrary, an Intuitive report shows how 90% of B2B decision makers start the buying process with a referral and referrals have 71% higher conversion rates. A referred customer has a lifetime value twice as high when compared to a non-referred customer along with the cost-cutting that is happening at the cold calling or hunting phase. There is no dearth for referral business opportunities in B2C.
Conclusion –
- Don’t hesitate to ask for referrals from clients
- Provide excellent service
- Make it easy for your clients to refer to you. Provide them with clear information about what you do, who you serve and how you can help.
- Keep the clients informed about the status of the referral they shared.
- Thank them with a gift card or so
- Above all, be visible in your community and in your industry. Attend networking events, participate in online forums, etc. The more visible you are, the more likely it is that people will think of you when they need your services.
Remember, getting referrals takes time & effort. Be patient, be persistent and keep providing excellent service to your existing clients. Over time, your reputation will grow and you will attract new business through referrals.
