The best compliment an employer can get is lead generation through referrals. Having a client love what you do and wanting the rest of their network to know about it is a feeling like no other. Not only are they validating what a great service you have provided, but they are also spreading the word on your brand. But can prospecting be a time to consider asking for referrals? Absolutely!
Studies have shown businesses are 6 times more likely to close a sale to a lead that has been referred to them. Customers feel more comfortable working with a business that they have a “connection” to, even if it’s through a friend, family member or business acquaintance. Calling a referral is different than calling someone you don’t know. It is a friendly conversation built on a commonality – you have a mutual connection. So when was the last time you asked for a referral during a prospecting call?
Here are some ways you can adjust your prospecting strategy to generate new leads from referrals:
Have you followed up lately with a previous customer? Following up with them, even if time has passed, has two-fold benefits: they may need your services again, and are a good source for referrals if you ask.
Most people enjoy helping others they know, value and trust, and providing an endorsement establishes a connection prior to your prospecting call. If you have solved a problem of theirs, or gone above and beyond, that client could easily provide referrals. Take the leap and ask for a referral every time you finish a conversation or receive a compliment. For nearly 20 years, York Consulting has mastered the art of prospecting. Contact us today and put our experience to work for you!