For almost 40 years I’ve coached salespeople, sales leaders and business owners to become more productive. I am constantly amazed at the number of people that are hesitant or reluctant to talk “business” with their friends and/or personal relationships so I decided to write this post.
Please allow me to introduce you to one of Boyens Group’s sales productivity tools called the Redirected Referral Request. The simplicity of this approach is what makes it work! You simply compliment your friend and then ask them if they know anyone that might be interested in the product/services you provide. For example:
Fred, you’ve built a great reputation here in town and I was wondering if there was anyone in your personal or professional network that is looking to evaluate their employee benefits program as it relates to costs, coverage or compliance. If so, I would be honored if you could make a “warm” introduction on my behalf.
There are only three potential responses. If they’re interested for themselves or their business they will ask you for more information. If they trust you they’ll introduce you to someone they know. If they’re not interested in talking business they’ll simply reply with “I’m sorry, I don’t know anyone.” There is absolutely no harm in asking!
Go ahead and give it a try…you’ll be amazed at how well the Redirected Referral Request works!
Good luck!
