Referral process advice needed

Question

I was looking to get some advice on gaining referrals in SMB tech space

I previously had experience asking for referrals when selling a product on the first call. I used to do this at the end of the meeting when they agreed to purchase. In my new SMB market I am struggling to find a right time and way to ask due to multiple meetings, implementation.

Can I get some advice on best practice on when and how? Couple of emails with rapport and then ask? .... straight after closed? etc

Accepted Answer

I don't ask for referrals until after I've received signatures and conducted implementation and proper training.

Answer

I use my 90 day follow up as the opportunity to ask for referrals, unless you were able to make a big impact (drive integrations that improve efficiency, reduce costs by +50%, etc) then it’s acceptable to ask during doc signing if they have any peers that may need the same improvements you just brought to their business. Never before the close though- remember they’re still evaluating you until the product is in, live, and they’ve had time with it. For them, when they pay their first invoice is when it’s “real”.

Answer

My general rule of thumb with referrals is close the deal, then follow up in a few months to check in/ask.

Answer

Ask after you've made the sale--include it in your introduction to onboarding/implementation. "Great, we're excited to work with you! Do you know anyone else in the industry that would benefit from what we do?"

You also need a give for these referrals. Discounts? Amazon GCs? Coffee GCs?

barney2021

Referral process advice needed

6 comments

barney2021

Referral process advice needed

6 comments

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