Actively seek out referrals and earn 4 to 5 times more than those sales people who don’t

Surely it can’t be that simple can it ? ok, lets add some context …

Xmas is here … you will most likely be speaking with ALL of your existing customers (if you don’t you are a bar humbug!), when you talk to your customers you will most likely end up speaking about or asking something like:

“How has the year gone”,
“Are you ahead of expectations / behind?”
“How have Adrac contributed to the year that is just closing?”

If you are getting positive noises … “who else can you think of that could benefit from our services?”

What does that enable ….lets see.

A recent hubspot report discovered 83% of customers would be happy to provide a referral after a positive experience. But the same report discovered that just 11% of salespeople “ask” for a referral.

Note in the statement it says “ask” this is because there is a way to ask.

An off the cuff, almost apologetic request isn’t going to work.  And here is the supporting proof. That very same report referenced above highlighted only 29% of customers provided a referral when it was “suggested” rather than “requested”.

For Adrac – Remember this useful tit bit … 83% of customers, after a positive experience, would give a referral. So when you do a review and the customer says “I love it”, Guess what? they have received a positive experience and here is somewhere you can ask the customer to review our service! “Can you think of anyone else who could benefit from this fantastic free, no obligation service?”.

and as always … the science part for once you have the referral:

  • B2B buyers are 5 times more likely to engage when introduced
  • 73% of executives prefer to work with sales professionals referred by someone they know
  • 84% if B2B decision makers start the buying process with a referral

Consider also – You are 4.2 times more likely to get an appointment if you establish a personal connection with the buyer.

Referral leads convert 30% better then leads generated from other sources
Referred customers have a 16% higher lifetime value.

A direct referral lead is over 36x more valuable than a lead generated by a cold call, 10x more valuable than a trade show lead, and 4x more valuable than a web lead

So you utilise your existing client bank (out of which over 80% are willing to give referrals after a positive experience)

You ask (not suggest) a referral.

& when you get a referral they are more likely to engage, more likely to buy, worth more and will stay longer.

Easy as eating a cherry pie! & Merry Christmas.

If you are keen to earn more, hungry for success, a proven closer of new business who is bored, under challenged and looking for a new challenge why not send your CV to because due to phenomenal success we are looking to expand our existing sales team.

Author Israr Sarwar

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