Most people think of referrals as going to customers and saying, “Now that you love me, who else might love me? Who might want to buy our stuff?” If you’re trying to find new prospects to sell to, this is great. But Steve believes there’s a better way. It starts with knowing your market, knowing who you’re trying to target, and finding people who can help you get to them. Steve shares how he makes this strategy come to life in this episode of Sales Reinvented!
Outline of This Episode
- [1:07] What are referrals? How do they work in sales
- [2:19] Common mistake sand how to avoid them
- [4:09] Can you leverage social media to generate referrals?
- [5:53] Steve’s advice for those just getting started with referrals
- [8:32] How to measure the success of a referral program
- [9:53] How to ask for a referral without being pushy
- [10:14] Best practices for asking for client referrals
- [11:26] The role of technology in referral selling
- [12:17] Steve’s top 3 referral selling dos and don’ts
- [14:31] Create a referral chain to build your business
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