Referrals are the lifeblood for any sales person. Referrals are the holy grail of prospecting! Then why are most salespeople literally afraid of asking for one? Here are a few ideas to help you get over your fear.

First, ask at the right time. It's easier when you have fixed a problem for one of your customers because you are asking them at a time when they would be most willing to reciprocate out of gratitude.

Second, how you ask is important too. Your request could be like this: "you are really well connected in our community and I am always on the look out for new business. If you don't mind me asking....who do you know that I should know?"

If they say no, then there is no real harm done. If they say yes, then ask if they would mind warming up your call by letting the referral know something about you and that you will be contacting them. Should things go well with the referral be sure to let your customer know and thank them with a small gift.

Asking for a referral is not going to offend anyone. Remember that generally people like to be able to help others, especially those they know and trust. Be confident and just ask. You have nothing to lose and a new customer to gain.


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