People in business love to get referrals. Unfortunately, many people don't know how to ask for them, or worse, don't even have a system in place to get any. In my years in sales, I have found an easy way to acquire referrals, and it doesn't cost a dime.
But first, think back to a time when people would hand out multiple business cards to their clients. "Here's one for you and two more to give to your friends who may need my services," was the method. Interestingly enough, I still see people do this, which is a waste of money as the extra cards were destined to be tossed into the trash. Let's face it, you don't want to carry a pile of other people's cards to distribute, and other people don't want to carry around your cards to hand out either.
Business cards are expensive and not very effective. In my experience, cards are good for two things: drawings (Win a free breakfast!) or to be left with a nice fat tip in a restaurant. So what is the solution? Here's my answer.
While I am sitting with a client or prospect I say something to the effect of, "Please put my contact information in your phone. You may have a question or a concern after I leave and I want you to be able to call me when you do." Sometimes I'll even insist that they enter my information right there while I'm watching. This lets them know that I'm available for them when they need me.
Of course, if they do need to call me later they can without having to find my business card, which may be lost or in a garbage can at that point.
But let's assume that they do want to refer me to a friend a month later. Are they going to look for business cards? Not if they have my phone number in their phone. Most people can share a contact card via text nowadays. "Bob, my insurance guy can help you. I'll send you his name and number." Easy!
I hope this bit of information helps you get more referrals down the road. Give it a try. You may get a surprise referral when you least expect it.
If you have questions or comments, leave them below. In the meantime, stay healthy and productive!
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. He's also the author of "You're Going To Be Great At This!", a humorous look at sales. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
Comments
Post a Comment