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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 9Getting Recommendations

Even when you’re selling to a referral, you need to justify the claims you make about your offering. After all, your prospects expect you to make claims about your products and services. But they’re surprised when they hear those claims endorsed by third parties. An important step is to solicit recommendations, testimonial letters, and references.

Once you earn these indispensable sources of social proof, use them with referrals and other nonclients to enhance your value—the value of your solution. In this chapter, we look at the phrases to use to earn some of that social proof. We also look at strategies to use to apply these resources in several situations. You’ll notice that G2G still applies: To get this kind ...

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