“A referral is the key to the door of resistance.” - Bo Bennett

Asking for referrals

It is natural in the evolution of a sales cycle to ask for referrals once the business has been closed…

However, have you tried asking for referrals when the decision maker doesn’t buy from you?

Whether the timing is wrong or your offering is just not the right match for the prospect you’re dealing with, that doesn’t mean your prospect won’t refer you to someone else. Typically, prospects don’t volunteer this information, so you won’t know unless you ask. It might sound something like:

“It looks as though their is no synergy or fit between us currently.  Since you now have an idea of the kinds of solutions we provide, would you be comfortable telling me who else you know that might have a need for our services?  Would it be OK if I use your name when I call? And if not, that’s OK.”

As my southern Grandmother might have said: “Them that asks, gits.”

Make it a consistent habit to ask for introductions.  You have a better chance of a positive outcome if you ask than if you don’t!

Final thought: "Pocket your ego, because your ego will not give you what you want!"

Regards

Dirk