For many salespeople, the most difficult part of the referral process is going from the actual sale to asking for referrals without coming across as nervous, abrupt, anxious or even desperate. Enter the “referral bridge.” The bridge phrase I suggest for getting across is:
“Anne, I’m in the process of expanding my referral business, and I find it’s helpful to partner with my clients and friends, such as you. Could we take a few quick minutes to run past the names of some people I might also be able to help?”
Every aspect of this bridge phrase has a specific purpose.
1. States your intent. It lets your referrals source know exactly what you’re looking to accomplish and does so with polite posture.
2. Gives them “buy in.” It includes this person in your mission by making them your “partner.” And people who know, like and trust you and desire to help you want to feel some ownership in your success.