The War Room
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Asking for a referral

I'm trying to get into the habit of asking every prospect I close to refer me to someone in their network, but I'm struggling with the best way to go about it. I'm wondering how reps in here go about it. Mainly:


  • When is the best time to ask for a referral?
  • What exactly is the ask or CTA?
  • If asking in email, what's your subject line?
  • Any incentives for offering referrals?


πŸ”Ž Prospecting
β˜•οΈ Workflow and Daily Habits
5
CoorsKing
WR Officer
+11
King of the Coors Knights
I normally always ask once they are live and successful on my product (2-3 months post sale). I always do it informally over the phone β€œhey <name> do you know <ref name> by any chance? I think they have similar pains to what we solved for with you. Any chance you would be able to broker an intro?”
TheSolicitorGeneral
Politicker
+6
Small Market AE
Pretty much this. My advice to tack on to this is stay involved with the client after the sale to give the appearance that you truly care about their success on the product. (You should care that they are happy on the product as well)
CFandango
Contributor
+1
Account Executive
Should I care about them or give the appearance that I care lol? I get your point though, what I’m trying to do is leverage excitement and buy-in during the sales process to ask for a referral earlier. But I think my chances of success will be higher if it’s a few months down the line and they started seeing value post-launch
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CuriousFox
WR Officer
+11
Needer of Life Alert
Once you've built value and implemented your product launch and training you should be golden. I'd wait to the first business review. By then you will have someone you feel is a bigger champion of yours. Ask after you're sure they are happy and any issues have been resolved.
GDO
Politicker
+7
BDM
2 options

- ask when up and running and they re happy

- give a small discount when the refer you while discussing the deal.Β 
softwaresails
Politicker
+4
Sales Manager
We ask for referrals on the two week post live call. We ask them a handful of questions to determine how they are liking the system and if they hit a certain criteria we ask them a few more questions about other accounts like them that could us and by the end of the call they are giving us a couple of referrals each.
softwaresails
Politicker
+4
Sales Manager
I'd also add to not do this over email... the engagement will be so low. Referral asking should be done on a call.

We will typically give a month of free service to anyone that referred an account that signed up.
CFandango
Contributor
+1
Account Executive
I really like that, it’s like a mechanism to solicit feedback and get a referral at the same time. Right now we do that at the 6-month mark, but I think that’s too late, where your relationship with the client has gone cold and there’s an increased risk of them being unhappy. I like the fact that it’s done at the two week mark
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