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How to Get More Referrals

When you make a sale, the size of the sale is really immaterial. The real benefit is in all the wonderful referrals the buyer can give you. This is a Triangulation of Trust. A referral trusts you because they trust the person who referred them to you. Often, a Dud will lead to a Stud. Someone who buys your product or service can introduce you to another person who has the contacts / power / money / positioning to change your life. Here is a simple script that really works well, that you can use.

You: “How long have you been a dentist / physician / farmer?”
Prospect: “Twenty years now.”
You: “And I guess you’ve probably met and know a lot of other farmers and people in this industry over the years, haven’t you?”
Prospect: “That’s right.”
You: “If I asked you to write down the names of say, four or five of those people, you could do that easily, couldn’t you?”
Prospect: “Oh yes.”
You: “So I could contact them with this offer.”
You Again: “Which of those you’re thinking of now should I contact first, do you think, so I can let them know how they can benefit in the same way you did?”
Prospect: “I guess these people – Tom, Earl, Wyatt, Billy Bob…”
You: “So that it’s easier for them to take my call, It’s OK for me to use your name, isn’t it?”
Prospect: “Yessiree!”

If you don’t ask, you won’t get. The biggest difference between successful salespeople and those who struggle to survive is their readiness to CLOSE the sale – ask for the money. And the second biggest difference is getting referrals. Referrals are pure gold, and they’re free!

If you’re in sales, the best thing you could ever do to increase your sales is to use Joint Ventures. Visit our website for lots of free information: www.DollarMakers.com

Robin J. Elliott