Time to Ask for Referrals

Despite the overwhelming evidence to support a proactive referral strategy, many sales professionals limit their earning potential because they are uncomfortable asking for referrals. If you are committed to providing extraordinary service for life, there is no reason ever to feel uncomfortable asking to serve!

If you find yourself hesitating to ask for referrals:

Write down a script that matches your personality. Memorize it mechanically until you can be genuine and enthusiastic without thinking about the words. It can be as simple as, “Do you know anyone who has shown any interest in landscape services?” The “right” time to ask for a referral is ANYTIME YOU ARE COMFORTABLE!

If you are comfortable you could ask:

1. At your first presentation: (regardless of whether they buy or not!) “Now that you know how I do business, I am curious if there is anybody else that you know who is interested in landscape services that I might have this same conversation with.”

2. During the project: “Have any of your neighbors shown any interest in what you are doing that I might drop a brochure and give a call to?”

3. At the final walkthrough or near completion of the project/contract: “ I hope you have enjoyed this experience as much as the end result that we have produced. As I mentioned, I would ask you for appropriate introductions to people that are interested in landscape services. I am curious who you think I should give a call.”

In addition to these examples you can also ask:

1. At regular intervals after the project.

2. When you report back to people who gave you a referral.

3. When you get an agreement to draft a design or give an estimate.

4. When you get a signed contract.

The best, and easiest place to start is with your top clients – the ideal clients whom you would like to reproduce anyway. Pick one or two of these clients and practice your referral request script with them. You can set yourself up in advance by telling them what you are going to practice with them. Any astute business person will understand the value and validity of what you are trying.

As you practice, remember a few things, namely:

Make a commitment that every good relationship that you successfully serve reproduces itself at least twice via qualified referrals that you proactively ask for.

Clifton Pieters’ latest book for landscape professionals titled "SHOW ME THE PROFITS: Closing More High Margin Sales With Powerful Referral Selling Secrets" is available through the Lawn & Landscape site. Pieters can be contacted through his Web site and by phone at 503/492-0548.