Does your sales team know the one time when they can ask for referrals? After all, there is only one time in the relationship spectrum when it is appropriate to ask for them.
There is no better prospect than one that has come to you through a referral. Referral generated leads close at a much higher rate than any other source. I know I’m preaching to the choir on this, but my question is this…
Do your sales people know the one time when they can ask for referrals?
After all, there is one time, and only one time, when you can ask for referrals.
Some sales people tell me that it is when the contract is signed. Others say it is when the order is delivered. Some others think its after implementation.
Nice guesses, but they are all wrong. The one time when you can ask for a referral is when you’ve earned the right to do so. The timing of that is going to be different in each situation. And, there are times when someone may never have spent a penny with you, but you’ve created value for them…and thus earned the right to ask for referrals.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.