The Uncared for Artwork of Producing Referrals

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Each prospecting name pays dividends. Each single one. What can we imply by that? We imply that, even when we get a no, we will study one thing and we will enhance. And even when we get a no, we will ask ourselves the place the potential is, the place the chance is – and we will pursue that.

Proper now, we’re going to share one thing with you about alternative, one thing which will initially make you somewhat bit uncomfortable should you’re a gross sales skilled. It made us uncomfortable the primary time we tried it. It’s going for a referral, asking for an introduction…proper after you hear a strong “no” on a prospecting dialogue.

That sounds loopy, proper?

Approach again when, as John was beginning out as a gross sales coach, David Sandler (his mentor) advised him, “John, I would like you to get 10 appointments per week.”

John stated, “Acquired it, David – however what do I do to make that occur?”

He stated, “Make 150 dials per week, and also you’ll set 10 appointments.”

John’s first week he made 150 dials, talked to 50 folks, and received zero appointments. He couldn’t even do the maths about how badly he was doing, however he knew he wasn’t headed in the precise course. He went again to David Sandler and requested for some teaching.

Sandler stated: “Nicely, John, are you asking for any referrals when you get a no?”

“After all not, David. Nobody goes to present me a referral in the event that they’ve by no means spoken to me earlier than. Why on the earth would they do this?”

“Are you asking me that as a result of you have got requested prior to now and you understand that nobody’s ever given you a referral – or since you simply know?”

“David, I simply know.”

“Let me ask you one thing, John. Are you aggressive?”

“Certain, I’m aggressive.”

“Okay, show me fallacious. Over the subsequent three weeks, are you able to ask for a referral when you get a no?”

“Certain, nevertheless it’s not going to work. What’s my language?”

And he gave John the language that we’re going to share with you now. John stated it out loud 25 occasions, after which used that language. And on his very first name, the girl he reached gave him three referrals! John didn’t even should imagine it was going to work!

To this present day, John remembers the title of the girl he reached that day. It was Helen Alex. She was listed first in a Chamber of Commerce listing; that’s why she received John’s first name. Right here’s what it appeared like for him – and what it may sound like for you when get a “no” reply to a prospecting name:

You: Hey, hear, it doesn’t sound like I may help you proper now, however I admire your time, possibly you can assist me. For those who have been me in my business, would you have got any suggestions of individuals in your community, in your circle who you assume may very well be open-minded to having an identical dialog to the one we simply had?

Helen, who had simply taken a cross on the prospect to satisfy with John, heard that, went silent for a second, and stated, “I can’t consider anyone.”

And John, desperate to observe via on the teaching he’d acquired, heard himself saying, “Nicely, Helen, possibly it’s a companion firm. Perhaps it’s one in every of your suppliers, possibly it’s one in every of your prospects.”

Helen stated, “I solely have three prospects.”

John stated, “Okay, who do you cope with?”

And he or she gave John the names of the presidents of three completely different engineering corporations.

John stated, “Do you thoughts if I attain out to them? And inform them we talked?”

Helen stated, “Knock your self out.”

When he hung up the cellphone, John was shocked. He known as David Sandler, defined what had simply occurred, and stated “Now what?” He felt like he had simply caught a bear however didn’t know what to do about it.”

Sandler stated, “Don’t squander your leverage.” And he advised John what to say. Right here’s what John stated:

I had the prospect to speak to Helen Alex. She thought it could be vital we communicate, and I promised I’d name.

Two of the three engineering corporations John known as didn’t go wherever. However guess what? The primary president he known as stated, “ what? Your timing is nice.”

That firm grew to become John’s very first consumer. They referred him to a sister consumer, who then referred him to a really giant multinational industrial firm, who then referred him to an govt search firm. Who then referred him to a different industrial firm? Who then referred him to a Fortune 100 firm? The ethical of the story is that thousands and thousands of {dollars} of income that got here from that decision he made to Helen Alex, and from being gutsy sufficient and being skilled properly sufficient to ask for that referral even after the no.

Take into consideration that for a second. Will you implement this now? You definitely don’t have anything to lose. As David Sandler used to say: You’ll be able to’t lose what you don’t have!

Take into consideration the final ten calls you made. What number of occasions, should you did get a no, did you ask for a referral? If the reply is zero, you’re not alone, however guess what? It’s time to alter. Chances are you’ll not imagine anyone provides you with any. However that you must know that, for us and for the folks we prepare, the quantity is roughly one out of 5.

Why would you stroll away from that?

Excerpted from the ebook twenty first Century Prospecting. Copyright © 2021, Sandler Methods, Inc. All rights reserved.

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