Well, first we have to define our terms. What do I mean by succeeding with referrals when almost anyone who asks enough clients will get an occasion name and phone number?
To me getting a name and phone number is NOT getting a referral. Anyone can get a name and phone number. In fact, that’s exactly what most salespeople get when they ask for a referral–just a name and phone number. Virtually worthless, certainly not a referral.
A referral is a DIRECT INTRODUCTION to someone who has a
want or need
for your product or service.
That’s a far cry from the name and phone number most salespeople get–if they get anything.
Most salespeople, professionals and business owners don’t get quality referrals because they have never been taught HOW to get quality referrals.
The “referral training” most of us have gotten is a variation of “do a good job and ask for referrals.
That training is more than worthless because:
If you are in the financial services industry, you’ve probably been taught an even worse way to ask–some version of the “I get paid two ways” method of asking for referrals. Not only is that method even more salesperson centered, it verbally tells the client that they owe you referrals and clients know that they don’t owe you squat.
Top referral selling salespeople don’t ask for referrals. They use a disciplined process that results in generating a large number of high quality referrals from each of their clients.
They understand that referrals are just like any other part of the sales process that must be learned and the skills honed to be successful.
Although the single most effective and efficient method of finding and connecting with prospects there is, referrals have been totally neglected in the past. No one has taken the time to study how referrals can really be generated. No one has thought to treat referrals like every other aspect of selling.
Every aspect of the sales process has been studied to death. Cold calling has been analyzed and the psychology of the cold call studied by hundreds of trainers. Overcoming objections, closing, the sales process itself, the questions you should ask, and every other aspect of |selling has been studied in detail.
Yet the single most important marketing tool a salesperson has never gotten past the “do a |job and ask for referrals” stage even though it has been known for decades that that “system” doesn’t work.
That is until now. Finally someone has analyzed the way the top referral selling salespeople generate their huge volume or high quality referrals. Would it surprise you to learn that they don’t get their huge volume of high quality referrals by doing what everyone else is doing? I’m sure it doesn’t.
I’ve studied the referral process used by 4 dozen true million dollar a year income sales superstars and I’ve created the PWWR Referral Generation System based on the best practices these super producers use.
What do they do that’s so different from everyone else yet so effective?
These super producer men and women make huge incomes from their sales businesses. Each makes a minimum of a million dollars a year–one makes over six million. And each of them generate anywhere to 60 to 90% of their buisness from referrals from their clients.
You can learn and implement the exact process they use–and get the same kind of results. Maybe you’ll never make a million dollars a year–but you can double, triple, quadruple or more
There are a number of ways you can begin to learn the PWWR Referral Generation System. The basics of the system are presented in my best-selling book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals, which you can purchase on this site here or at Amazon, Barnes and Noble, or any quality bookstore.
You register for one of my webinars here.
You can engage my services as a private coach here.
In addition, in the Free Resources section you’ll find a number of articles that talk about various aspects of the process.