The building blocks of referral selling

When it comes to referral selling, are you “all in” or just trying it on for size? Unless you have a systematic, disciplined program in place to ensure your reps are asking for referrals from every single client, your team is likely leaving money on the table. 

So what does it take to implement an effective referral program ASAP?

1. Attitude

Committing to a referral program begins with a shift in attitude. You must be unwavering in your commitment because others will try to talk you out of it. They will tell you referral selling takes too long, that you still need to cold call, that it seems too “touchy-feely.” Rubbish! Arm yourself against such concerns with referral-selling data. Demonstrate your own confidence in the power of referral selling. If you’re not committed to the process, your team won’t be either.

2. Process

I’m the first person to run screaming from the room when people talk about the need for “process.” It drives me nuts. As a salesperson, I just want to be with my clients. I don’t want to memorize a routine that doesn’t fit in with my buyer’s situation. I don’t want to fill out a lot of paperwork. I just want to do my job.