growing your business through referrals
TRANSCRIPT
Growing Your
Business Through
Referrals
Sales Success Trainingwith Alice Heiman
@AliceHeiman
Agenda
1. Getting more referrals
2. Your referral goals
3. How to get referrals
4. Asking 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 ______
How do you get referrals?
1. Provide Outstanding Service
2. Make sure your customers are satisfied
3. Ask satisfied customers for referrals
Complete the transaction
Confirm there are no additional needs
Confirm they are satisfied
Thank the customer
Ask for the referral
Ask for the 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
For training and sales
tips visit
www.aliceheiman.com
775-852-5020
Sales Success Trainingwith Alice Heiman
@AliceHeiman /In/AliceHeiman.com