Selling For Dummies, 4th Edition

Chapter 13

Getting Referrals from Your Satisfied Clients

In This Chapter

Knowing where and when to find a referral

Following six downright potent steps to better referrals

Confirming opportunities to connect with your referrals

Keeping up your search for referrals no matter what

For many seasoned salespeople, referrals are a major source of new business. Clients who come to you from an existing client’s recommendation are usually more inclined than cold-call clients to want to own your product, service, or idea. Why? Because they already have positive feelings about you and your offering — and the source of their positive feelings is someone they already know and trust. This is what we refer to as a prequalified lead. Prequalified, referred leads are usually slam dunks: The prospective client is already sold on you because the person who referred you to him thinks you’re a true pro. So with referrals, you enjoy tremendous credibility right from the start.

In fact, when it comes to qualified referrals, studies show a 60 percent closing rate. Compare that impressive figure to a closing ...