Growing Your

Business Through

Referrals

Sales Success Trainingwith Alice Heiman

@AliceHeiman

More Referrals!Growing Your Business Through Referrals

Agenda

1. Getting more referrals

2. Your referral goals

3. How to get referrals

4. Asking for referrals

What’s the easiest

business you will

ever get?

More business from a

satisfied customer.

What’s the next easiest

business you can get?

Referrals from

satisfied customers.

Why are new

customer referrals

so important?

Why is your goal?

How many referrals

do you need to ask

for in order to make

your goal?

Are you asking

your friends and

family?

How often do you ask

customers for referrals?

Worksheet

Your Referral Goals

What is your monthly referral goal? ______

How many referrals do you need to ask for to reach your goal?

Daily ______

Weekly ______

Monthly ______

Annually ______

Survey Says:

“If asked over 80% of

satisfied customers would

give referrals.”

Survey Says:

“Customers willing

to give referrals say they get

asked less than

4% of the time.”

So, why not ask for referrals?

How do you get referrals?

1. Provide Outstanding Service

2. Make sure your customers are satisfied

3. Ask satisfied customers for referrals

Loyal

Satisfied

Transaction

You get satisfied

customers by

providing outstanding

service.

Worksheet

What Does Outstanding

Service Look Like? Outstanding Service:

Do your

job well

Smile

Listen

Be genuinely interested

Problem Solve

How do you know if a

customer is satisfied?

Worksheet

Signs a customer is Satisfied

Signs of Satisfaction:

Now it’s time to ask

for the referral

Complete the transaction

Confirm there are no additional needs

Confirm they are satisfied

Thank the customer

Ask for the referral

Ask for the Referral

What do you say to get

customers to make a

referral?

Sample Referral Question

“We appreciate your business.

We’d love to help give your

colleagues increase sales. Who

do you know that could benefit

from our sales coaching?”

“Would you be so kind as to make

an introduction.”

Worksheet

Referral QuestionsThink of 3 customers you could ask for a referral tomorrow.

Customers Name: __________________________________

What would you say: ________________________________

__________________________________________________

Customers Name: __________________________________

What would you say: ________________________________

__________________________________________________

Customers Name: __________________________________

What would you say: ________________________________

__________________________________________________

Ask someone on your team to practice with you.

Tell them the about the customer you intend to ask

for a referral and how the customer might

respond.

Role play using the words you chose on the

previous worksheet.

Practice

Great referral sources are loyal

customers who have benefited from

their purchase and will tell others about

their experience.

We love your company!

Referrals grow business

Outstanding service produces satisfied customers

Satisfied customers give referrals when asked

You have to ask for the referral

Summary

What will you

commit to do

differently as

a result of

this training?

For training and sales

tips visit

www.aliceheiman.com

775-852-5020

Sales Success Trainingwith Alice Heiman

@AliceHeiman /In/AliceHeiman.com