This is chapter three from my e-book: Recession Proof Your Pipeline: A Dozen Strategies to Fill Your Pipeline in 30 Days
Blast Your Pipeline with Dozens of Quality Referrals in 30 Days
Large numbers of high quality referrals are difficult for most salespeople to generate. Certainly, many will manage to get a name and phone number here and there. However, most of those names and phone numbers are little better than taking out the phonebook and pointing a finger at a name.
It need not be that way.
By learning a disciplined, effective, proven process for generating a large number of high quality referrals from each of your clients and even your prospects, referral selling can become a reality. It is for many of the top producers in every industry.
Yet of course, you can’t possibly learn and implement a systematic process of referral generation and expect to see significant results in only 30 days.
The good news, however, is that you can still generate a substantial flow of business in only 30 days if you learn to turbo charge your client’s ability to give you a large number of quality referrals in a very short period of time—virtually overnight.
Whom do You Want to Be Referred To?
If you expect to use referrals as an igniter of your pipeline in short order, you’ll have to do all of the work for your clients. Asking your database of clients for referrals will generate referrals if done correctly. However, the fruits of that request won’t be seen quickly.
You, of course, don’t have the luxury of waiting. You need business NOW.
Therefore, you’re going to make giving referrals easy—for your client.
Sit down right now and draw up a list of 100 individuals or companies YOU KNOW you want to be referred to. Be specific. List the name, the phone number and the address of each individual or the name, phone number, address, and the specific person within the company for each company you wish to be referred into.
You may have to do some serious research. Nevertheless, your list is the critical part of this strategy.
Don’t stop at 50, or 70, or 90. List a minimum of 100 individuals or companies. Remember, you’re going to make it easy for your client to refer you. Someone must do the work—and that’s you.
When making your list, leave room on the right side of the sheet beside each name to put the name of the person who is going to refer you to that person or company.
Who Is Going To Refer You to Whom?
Great. You know 100 individuals or companies you want to be referred to.
So, how are you going to get referred to them? By your clients, of course.
Now, take your database of clients and examine each one. Which client do you have reason to believe can refer you to the first person on your list? The second? The third?