Everyone who sells knows that referrals are one of the best ways to generate new business. But don’t expect the referrals to come to you. You need to ask for them from your existing customers and other contacts.
My tip is this: When you ask for a referral, don’t say ‘Can you think of anyone who could benefit from our product/service?’ That question is too general, and won’t focus their mind. Invariably, you’ll get the answer ‘Not really, but I’ll be sure to pass on your details if anyone asks me.’
Instead, get them to focus on a specific subset of their contacts: co-workers; drinking buddies; whoever might be relevant for the thing that you’re trying to sell. You’ll find that be narrowing the choices down, you’ll actually get more referrals.
Give it a try.
Frankly, the way things are right now, I'm not sure I'd want to play myself in my very own movie of the week.
Posted by: Alberto Skotinio | 08 March 2008 at 01:22 AM