32People Love Giving Referrals—But We Hate Asking
As discussed early on in this book, people love to give referrals.
We know this because when we ask a group of people we are with for a referral, they trip over one another making a case for their person.
Think about your own experience: if a friend asks for a good handyman or plumber, and you have one, aren't you happy to recommend your person? Not only this, but you make a case for your provider. You fight for them.
People love to recommend good, trusted suppliers, service providers, and partners.
It's just that we don't ask. Because of fear. Which we dealt with in Part I.
Why Customers Love to Give Referrals
Here are the top reasons our customers love to give referrals:
- They get to help a friend.
- They get to help you.
- It affirms their decision. I made a great choice. You should too!
- Along these lines, making a referral feeds the ego. Do I have a guy for you!
- I refer somebody to you, and they buy from you, and then tomorrow I need something urgently—you'll kind of owe me one, won't you? So I will come to you and ask you for a favor. And you will feel like you need to prioritize me ahead of the others that day. As you should. I just did you a solid, and now you'll feel like repaying it.
There Are Two Different Kinds of Referrals
You can ask for two different kinds of referrals:
- Internal referrals: This is a request to be connected to another buyer of your products or services within this company. Many of you sell to ...
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