Asking for Referrals

www.criteriaforsuccess.com@CFSPlayBook

Think of the easiest sale you ever made.

Was it a cold call?

(Probably not.)

The best way to find new business is to

ask for referrals.

Follow this

seven step processto get great, valuable referrals.

1. Ask nicely.

Never come across as being

entitledto the referral.

2. Help them think of someone.

Or better yet, present a list of

suggested referralsbased on their LinkedIn network.

3. Ask them why they thought of this person.

Your contact might have

valuable informationyou can use when you call.

4. Request an introduction.

In personis best, but email or phone will do.

5. Tell them you will stay in touch.

Let your contact know you

value their investmentin giving you a referral.

6. Treat your referral call like a cold call.

“Does my name ring a bell?”

7. Keep them posted.

Your contact will be invested in the

outcomeof their referral – close the loop.

A word on KPIs—

Track the number of referrals

requested,not just the number received.

Thanks – and stay in touch!

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