When is the Right Time to Ask For Referrals?

We're always hearing we need to get more referrals to grow business, but how and when do you actually ask? Today the Brooks Group shares their advice for getting those referrals you need.

According to the Brooks Group blog, the right time to ask for a referral is only after your client is beyond satisfied – thrilled, really.

Don't ask a prospect to refer you to other prospects until you have had the opportunity to demonstrate all you provide to your clients and they're zealous about sharing how G-R-E-A-T you are...that means before you ask for a referral, you need to...

1. Sell. Complete a sale. (It's unlikely that prospects will recommend you to others before even doing business with you themselves).

2. Service. Provide superior, unsurpassed, unbelievably good, outstanding service.

3. Confirm. Have you provided superior service and is anyone unhappy with any aspect of what you've done? Find out by either asking directly or listening to feedback from your clients.

4. Ask. A great time to ask for a referral is immediately after you receive a compliment, "Would you be willing to share that with your friends?"

5. Identify. Help your client think about who would be a good prospect for you

6. Introduce. Ask whether your client is willing to provide you with an introduction or if it's okay for you to just contact the referral. Make sure it's fine for you to use your current client's name when contacting the referral.

7. Meet. Approach the referral immediately and appropriately. "I've been working with your friend/partner/associate Bob and he suggested I give you a call and I promised that I would..."

If you ask too early (or ask someone who's not 100% satisfied), one of two things is likely to happen…

1. You'll get NO referrals; or
2. You'll get some referrals, but they won't be strong and you will have turned down the enthusiasm of your client.

Either way, not only have you wasted the referral opportunity, but you've probably also jeoardized your current prospect. As my grandfather used to say, "don't jump the gun, hold your horses, don't get ahead of yourself, wait a hot minute." Instead, follow the seven steps above and you'll see a better return on your ask.

The Brooks Group is a Sales and Sales Management Screening, Development, and Retention company that has helped more than 2,000 organizations in 500 industries transform their businesses by focusing on building and sustaining top-performing sales, sales management and business development programs. Click here to sign up for The Brooks Group's Free Sales Training Newsletter.