I Never Ask For Referrals, But Get Them All The Time

Having no formal sales training I believe that asking for referrals puts your customers in an uncomfortable  position that may jeopardize future business dealings.  The “asking for referrals technique” is more than likely a technique taught in every company that is driven by a salesperson’s efforts.  I image it is step number 15, after you close the deal – you ask for three people that might be interested in what you have just sold.  I have been a victim of this technique and I am sure everyone reading this has to.

My business has grown over the years for a couple of reasons –

• I have build relationships with customers
• I have delivered or over delivered as promised
• I have always fixed without question any problem

In doing these small things I have retained customers 5, 10 and even 15 years and have gained their confidence, leading them to not think twice about giving someone my name when the need arises.
 
A referral is based on an outcome, an outcome that you can not control.  You can however influence an outcome by the actions you take in servicing your customers.

Referrals will only happen when these conditions have been met. 

• The referrer had a good experience doing business with you and your company.
• The referrer has a friend or associate who needs your product or service.
• The referrer is confident the person they are referring will have the same experience with your company that they had.
• The referrer wants to help both you and the person they are referring.

Another way I have received referrals without even intending to, is by just being helpful and informative to everyone possible.  Sharing the things I’ve learned with my network of friends, family and business associates has lead to unexpected referrals.

So you desire referrals, getting them is easy, just NEVER ASK FOR THEM, simply take care of your customers better than any competitor would. Work with your clients to understand what they are trying to achieve in life and in business. Help them get what they want and then some. Over deliver when they do business with you.

Do these things and your customers will naturally think of you when their friends and associates need the services you offer.

Tim Somers
Bizarre Promotions, Inc.