Let me ask you a question:
Why do you do what you do? I know, it’s a living, we get to make money etc, etc. Here’s the real question: I bet if we drilled down and I asked you why you truly do what you do, you know what 99.9% of you would tell me?
I get to help people.
If we truly want to help people, why don’t we ask for referrals? Is that on us, or is that on them? It’s on us. If we are thinking solely about helping people it doesn’t matter if they give us a prospect or not. Doesn’t matter if they say yes or no.
I want to ask you another question, and this one will hit home: Do you believe you are great at what you do? (I hope you said yes!) When you believe in yourself and you know you are out to help people, that’s what getting referrals is all about. It’s not pushy, it’s not overbearing, you aren’t going to ruin the sale and any other excuse you want to tell yourself. That’s on YOU, not on them. If you are truly thinking about helping people, that’s all that matters. If you are thinking about the next sale, or how much money you will make, then it’s on you. Then it’s selfish. When you believe in yourself and what you do, give others the opportunity to do business with you.
Stop overthinking this. This is probably the biggest thing that holds sales people back from truly getting to where they want to go.
Have you ever asked anyone for help? Maybe it was to find a job. Maybe it was to babysit your kids. Maybe it was to borrow a few dollars. Maybe it was to move. People have this innate ability and compassion to want to help others out. That’s what prospecting and asking for referrals is. It’s asking people for help so you can help other people. Check the ego at the door when you walk in.
- Know who you are going to ask for. Be prepared for every meeting you go into. Do a little research, it goes a long way.
- Practice and practice your language some more. The more you practice the easier it will become.
- Do it. The reason you aren’t doing it is because you aren’t doing it. Stop thinking about it and just do it.
- Don’t give up if you get told no once. It’s okay.
- Be convicted in what you do. That energy and excitement transfers.
- The referral is just as important as the sale. Without it you won’t have new people to call.
- Stop calling your maybe’s. Force yourself to get new people.
- If you don’t ask you surely won’t get. (we’ve all heard that!)
Believe and be convicted in what you do. You work hard at this, let other people help you.