Sales Tip: Scripts Make Asking for Referrals Easy
L.S. writes: “I have a couple of questions on how to bring clients back and have them recommend me to their friends. I just started a new job as a sales person in a major home furniture and appliance chain in Ontario. I am young and have never worked in an environment of this scale, let alone a commission job. Thus far, I’ve had a few customers tell me that I am doing well because I am friendly and not pushy, etc.”
“So, on to my questions. Firstly, is it appropriate to ask customers to recommend me to their friends? If so, what would be the right way to word it?”
“And I will soon be getting business cards to hand out. I am wondering if it would be inappropriate to write a little message on the back, such as “Please come see me. I’d love to help find your solution!” Is that inappropriate on a business level and if not, would it interfere with the customer being the company’s before he/she is mine? If it’s fine to do, would it be better to have it prewritten or personalize it?”
My Reply
Definitely it’s appropriate to ask customers to recommend you to their friends. In How to Ask for Referrals I give examples of scripts you can use to do it until you get comfortable with it.
The main thing with asking people for referrals is to be direct. You need to come right out with it and ask for what you need. Because a lot of people are uncomfortable doing this, having a script can make the job of asking much easier.
Don’t worry about deviating from the script. It doesn’t matter if you get it letter perfect or not. It’s just a guide to help you say what needs to be said.
Do do some thinking about what people might say back to you when you’ve asked them for referrals and how you’re going to respond to them. For best results, practice these responses, too. For instance, if you ask for referrals and someone says, “I can’t think of anyone”, what will you say? (Write what you would say in the comments below and I’ll share what I would say in this situation later.)
As for your business cards, certainly it would be appropriate to write a message on the back. If you’re going to do it, though, it should be handwritten and personalized. I would use a more specific phrase than “find your solution” because that phrase doesn’t really say how you can benefit them. In your case, maybe something such as, “I’d love to help you find the perfect appliances for your new kitchen” (assuming you knew that’s what they were looking for at that time).
More Sales Tips
- How to Create a Powerful Sales Presentation
- 10 Cold Calling Tips
- Handwritten Notes: The Most Powerful Follow Up
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