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 ...