Do you ask this question a hundred times a week? Should you? Most business owners and sales managers know in their hearts that this is the easiest kind of lead to close. Ask each of your salespeople once a day, “Did you get any referrals today?” from the day they are hired. And, if they reply, “No,” ask them, “Why not?” Teach your sales team how to get referrals using a system which they are comfortable using, and train them to get comfortable quickly. Incorporate it into your customer service training and programs; mail out referral cards along with the monthly invoice—send the message to your customer base that your employees will be asking for referrals, and make it easy for the customers to want to respond. Build it into your Web site. Send out informative newsletters. How about your company? Did you get any referrals today?
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