Relationship Selling Is The Perfect Way To Get Referrals

Relationship selling is about developing a sincere relationship with your prospect. When you take the time to do this even if a sale doesn’t take place you are positioned to ask for a referral. Asking for a referral is part of the sales process. You need to ask for a referral just as you need to ask for the sale. You must also do some ground work before you ask for the referral.

Relationship selling isn’t about you. It is your duty to pay attention to their needs. At the same time you must also  communicate to them why it is in their best interest to give you referrals. Not just the odd one or two referrals; we’re talking about a large number of highly qualified referrals.

Educate your client  so they understand that most sales people are spending up to 80% of their time prospecting for new clients leaving only 20-30% of their time to devote to their existing client base.
By asking a few questions you can help them understand the value of you having more time to meet their needs. Questions like:

• Have you ever had trouble contacting your sales rep after the sale?
• Have you ever had the experience of not having your expectations met?
• Have you ever had concerns that were not dealt with in a timely manner?

Chances are they will say yes to at least one if not all of these questions.

The reason fro these problems boils down to the simple fact that the salesperson didn’t have time. Instead of looking after their existing customer they need to be constantly looking for new business. Thus leaving their client’s needs to be met whenever they could find a small window of time.

When properly explained, your customer will grasp how referrals are in their best interest. It is all about them after all. They don’t want problems. If they feel you can truly help you pay more attention to them then they will give you referrals. People are self-centered. They will give referrals because it helps them not you.

Obviously you must follow through with results. They may agree to give you a referral after the sale but only if you perform. Meet their expectations or you not only won’t get the referral you will have also lost credibility with the client.

The relationship selling process naturally lends itself to asking for referrals. Customers are motivated by the care you provide them beginning with that first meeting. As part of the dialog take time to explain to your customer why you work by referral and why giving referrals in in their best interest not yours. As long as you live up the promises you make most clients will be open to giving you several quality referrals.