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Perfect Phrases for Sales Referrals: Hundreds of Ready-to-Use Phrases for Getting New Clients, Building Relationships, and Increasing Your Sales by Marty Scirratt, Jeb Brooks

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CHAPTER 5Give Value First

The first step in the G2G approach is to offer value to a referral-giver. As we mentioned in the last chapter, you must give to get.

Client- or Prospect-Generated Referrals

The G2G philosophy works well with clients. When you sell a product or service to a client and he or she is pleased with the results, you have the opportunity to ask for a referral. The key is to gauge how pleased your customer is with your offering. Only ask for a referral if you sense extreme satisfaction with your product or service offering.

You hear: Thanks so much for introducing me to your financial software package. It’s meant a lot to our organization’s bottom line.

You say: I sincerely appreciate that compliment. It means a lot to us when ...

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