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Boost Referrals With This Bullet-Proof Method

Boost Referrals With This Bullet-Proof Method

October 30, 2024

Jaquan ‘Jay Cash’ Layne made headlines back in the day for his motivational ‘sales speech’ delivered to his ‘team’ over the monitored lines of Rikers Island. Layne even has a whole process starting from A-Z, used to motivate his ‘minions’. Of course, Layne wasn’t selling software, and was in fact, dealing drugs. But hey – if a dealer can have his sales process down to a tee, you’ve literally got zero excuses 😂

In Today’s Jam

Sales Tip of the Day: Lean Into Objections
The Sales Lab: How to Become a Lean Mean Referral Machine
Weekly Poll
Sales Q&A: How to Ask Customers For a Referral
10 Steps That’ll Turn You into a Sales Machine
Today’s Story & a Sales Scene

The Sales Lab🔬: How to Become a Lean Mean Referral Machine

Some sales professionals struggle with getting referrals even years into their careers. Asking for referrals or even getting them unsolicited isn’t rocket science.

Think of it as building a community: treating people right will go a long way.

Of course, this will take some work on your end. But if you do it right, your referral machine will do most of the heavy lifting for you 💪🏻

Do an Outstanding Job With Your Client

Sure, this is a no-brainer. Still, it’s super important because if the process goes like crap, you can kiss your referral goodbye (along with a repeat sale).

So first things first – do a great job with your customer.

Ask good questions, and get them talking. A good mental trick is to work towards your long-term goal.

Think of them as a repeat sale, a potential referral – a relationship. Focus on the big picture.

Get this right and you won’t even need to ask – they’ll drop clients right in your lap.

Build Community By Giving Referrals

Building a referral machine isn’t just about getting them.

It’s about doing for others as well.

Recommend good folks to other good folks. Help people out. Ask for nothing in return.

Trust, it will eventually come back to you.

Make it Easy For People to Recommend You

Another simple tip that many sellers miss.

Be easy to deal with.

Personality-wise, yes, but also business-wise.

You can work referrals into your regular dealings with customers by creating templates for them to fill out and unique reward programs that are appropriate for your business.

Check out relevant examples in your niche and get creative. Have fun with it.

Nurture Existing Customers

The nature of your product will determine your cadence here.

For instance, a person selling life insurance may not need to frequently check in like someone selling software subscriptions.

However, never treat a close like the “end of the sale”. Your customers are always changing, their situations evolving.

By keeping in touch, you may get a repeat sale, or even (you guessed it) a referral. Be intentional but sincere when reaching out to existing customers.

Asking for a referral here should be more straightforward than most other scenarios.

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Sales Q&A

How to Ask Customers For a Referral?

It’s Time For That Dream Sales Job…💼

Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.

Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.

Game Changers of the week🔥

10 Steps That’ll Turn You into A Sales Machine

Simon Squibb gets down to business, breaking out the key elements that make a seller great. While he’s at it, he dispels sales myths that encourage sellers to deceive buyers. Check out his 10 steps to become a great closer.

Revenue Process Broken? These Folks Can Help

The upcoming Forrester B2B Summit Conference is looking to help sales professionals activate crucial buyer and customer insights, among a long list of other well-needed competencies. It’s set to kick off in March 2025 (that’s a lot of time to get your team ready). Find out more here.

Is There Such a Thing As ‘TMI’ in Sales?

Todd Caponi’s “The Transparency Sale” takes a unique approach to helping leads along the funnel. While many sales managers might encourage you to shy away from revealing any perceived weaknesses of your product, Caponi encourages sellers to lean into these weaknesses as a way to disarm their prospects. Check out his book here.

Feel like Sales isn’t Your “Calling” - These Statistics Will Straighten You Out

76% of sales reps say remote video technology has significantly increased the number of weekly sales calls they have (DemandScience)
- Translation: Consider working video into your current outreach efforts. The power of video has been proven across multiple channels over the years and can add that extra ‘something’ your process is missing.
Top performers have calls that last an average of 33.6 mins (Sales Insight Labs)
- Translation: If you’re not getting results and your calls fall much shorter than 33.6 minutes – changes are in order. Consider recording these calls, and adjusting your questions to get prospects talking more.
Top performers ask an average of 32 questions to their prospects (Sales Insight Labs)
- Translation: Consider using this number as a benchmark, experiment, and rework accordingly.
Calls that include “how have you been” increase close rate by 6.6 times (Gong.io)
- Translation: Making prospects feel ‘heard’ and ‘understood’ will never not be a good thing.