Why Are Referrals Necessary?
- Closing percentage is much higher
- Shortens the sale cycle
- Makes your job easier
- Not asking at all
- Asking for referrals after a HARD NO
- Getting a warm lead and calling it a referral
Three Keys To Success
- Asking people who say yes or no for referrals
- Ask everyone (friends, family, prospects) everywhere (lunch spots, in lines)
- Ask three questions to get one referral
Three Question Rule
- How long have you been in business?
- Who do you respect most in the community?
- How do you know them?
- Do you know your neighbors?
- Do you know the owner?
- Great, what is their name?
Ask for the Introduction
- Once you get a name/number, ask "Do you have time to call them right now and introduce me?"