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Do you ask for referrals?

Do you ask your customers for referrals? If so, when do you ask? And what's your role?


My sales and CS teams don't have a solid process in place for asking for referrals. I would like to ask, but I'm just the SDR. As of right now, the AEs wouldn't mind if I called up the customers who I booked demos with, but we're trying to come up with something scaleable and fair for all employees involved. Any tips?

πŸ‘‘ Sales Strategy
7
BigCheese
Notorious Answer
+14
Agency Recruiter | Coors Knight
Quite different type of referrals, butΒ I live off of them in recruiting. I would say a solid third of the people I place are referrals. I ask for referrals throughout the entire qualification/hiring process when working with candidates.Β 

Also, just had a wonderful date with a gal that was technically a referral lol. Asked a buddy's GF if she had any cute friends and she came through!

Moral of the story, referrals rock!
funcoupons
WR Officer
+11
that's queen coups to u
Yup. I ask for them once they've been successfully onboarded.Β 
wahmsales
WR Officer
+10
SDR
For the original customers that are cold outreach, are you the one booking them in the first place? Do you think it would be weird for the SDR to reach back out after they've been onboarded, to ask for referrals?
funcoupons
WR Officer
+11
that's queen coups to u
Yes, most of the prospects I close are self books. I would not want or expect an SDR to reach out to a client for referrals. SDRs are there to book the appointment only.Β 
Hotlead
Politicker
+7
Producer
Referrals are the best way from a friendly transaction of COMMISSION!Β 
1nbatopshotfan
Politicker
+6
Senior Director, Enterprise Technology
O yea. Referrals are the way to go. Building a relationship yields referrals naturally. β€œWhere were you before this? Still have friends there? Who should I reach out to?” Easy path.Β 
DonDraper
Politicker
+4
National Sales Manager
Absolutely. Best way to generate leads and New Business.
MMMGood
Celebrated Contributor
+10
Senior Account Executive
That’s how you build a solid book of business! Get β€˜em!
saygrace
Valued Contributor
+5
Sales Executive
Absolutely.
TeamNZbattler
Opinionated
+4
Account Manager
Yes, all the time, even when I disqualify a company (I'm in construction products as account manager).Β 
You already have them on the phone so might ask if they know of anyone who would be worthwhile giving a call.Β 
Incognito
WR Officer
+11
Master of Disaster
Absolutely. Even better if I can connect clients and prospects who would benefit from doing business with one another. Everyone is looking for work.Β 

Helps me win all the things.Β 

However, I don't know if that's applicable to your industry.Β 
BlueJays2591
Politicker
+8
Business Development Manager
I always ask for a referral at the end of the meeting. I try to leave each meeting with 2 additional meetings, 1 with the current prospect and 1 with a referral from that prospect.Β 
wahmsales
WR Officer
+10
SDR
Are they already a client at that point? What are the meetings for where you'd feel comfortable asking for a referral?
BlueJays2591
Politicker
+8
Business Development Manager
Any meeting, even with a prospect. as long as you don't bomb the meeting and they find value in what you do, ask "is there anyone else that you know of that might benefit from talking to me?"Β 
looper1010
Celebrated Contributor
+13
Account Executive
Heck yeah!
Ace
Arsonist
+9
CEO
Not enough
DizzyRascal
Opinionated
+5
BizDev
At my previous company, I use to do this campaign twice a year with my best product users where if they refer a new customer they will receive some kind of swag ( branded t-shirt, water bottle, etc) It used to be a great way to add 2-3 additional deals in my pipeline for the year.Β 
itsbusinesstime
Catalyst
+4
Business Development Manager
Absolutely, it shrinks the referred sales cycle in my experience.Β  If you believe in your product or service - referrals are a game changer.Β  Find a way to bake it into your onboarding and/or QBR process as part of the flow.Β  Take the shot!
3
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