In my current business, 60 percent of sales come from referrals. Which is fairly common – good but not great.
It’s good that our happy clients are telling other people but we could be generating twice as many referrals if we did one simple thing.
You know what it is?
Ask for them.
Ask happy clients and customers for a referral. It’s the one thing most people don’t do and I’ll explain why in just a second.
Last year, I kept bugging my partner about asking for referrals, but he just never seemed to do it. He thought it was an imposition to ask. Of course, now that he’s reviewed the data and sees where our best sales come from, he’s got it on his agenda to start asking.
Everybody knows that asking for a referral is key, but like my partner, they don’t do it because they don’t want to impose on their delighted clients and customers. Which is a big mistake!
In reality, your clients want to give you a referral; you’d actually be doing them a favor if you asked.
How is that?
Think about it…every time you or anyone else makes a purchase that they are happy with, they want to validate their decision by having friends and family do the same. It happens every time anyone I know buys a car, or when they go to a great restaurant, purchase new golf clubs, start a new diet, etc.
We all want validation of our ideas, our purchasing decisions.
If I buy custom-built skis, I’ll be out there on the ski slopes telling anyone who will listen what a difference they make. And I’m not alone. Sound familiar?
Here’s the referral secret you should know: when you ask a delighted client if they can do you a favor, they are going to say YES. And when you ask them who they know that could also benefit from whatever you sold them, they’ll more than likely be pleased you asked and more than willing to share the name of a friend or colleague.
In sum, it just takes two steps to generate a flood of referrals:
- Understand that in asking, you are doing your clients a favor, giving them the chance to validate their purchase.
- Ask. If you’ve got 10 happy clients, you can get 10 referrals. If you have 100 happy clients, you can get 100 referrals.
When you do this, you’ll see your business grow in leaps and bounds. I’ve seen it happen time and time again with clients I’ve coached. They use the referral/ask sequence and Boom! their business takes off.
Try it and see.