Referral Script And “I Want To Think It Over Response” | Do This Sell More Show 43
Written by Dave Lorenzo on September 30, 2019 / Inside BS Podcast
This show has two specific segments. The first is a referral script that is guaranteed to make you more money. The video and the description to that show segment is below:
If you want to learn how to ask for referrals in sales, then this show is for you. The best way to get referrals is to focus on delivering value in every interaction. You’ll probably end up giving much more value than you receive. Don’t worry; it’s worth it. In order to make the referral process easier for you, I’ve decided to take you through my referral script.
This script is meant to provide you with the following information about your acquaintance:
– What they do for a living.
– How their business is doing.
– Their challenges and goals.
– Who they would like to be connected with.
By getting this information I can determine which of my contacts I can introduce them to.
You see, the best way to get referrals is to build a relationship with someone BEFORE you ask for anything in return. In terms of learning how to ask for referrals in sales, asking questions is useful because it’ll show you how you can help your acquaintance.
After getting the information that I want, I then set up the meeting with my contact.
Of course, in this example I didn’t actually get a referral, I GAVE one. This is the key.
You have to give value first.
Inevitably, the person will thank you for the referral and you can say, “You’re welcome. I know you would do the same for me.”
Now, you hopefully see why delivering value is the key to learning how to ask for referrals in sales. Too many people come right out and ask before offering anything themselves. However, the best way to get referrals is to give value so that the other person will feel glad to give you a referral in return.
The second segment of the show centers around the common client objection: “I want to Think It Over.” This is totally preventable and it can be easily handled if you know what you’re doing.
We’ve all been there, you’ve put in a great pitch and it should be a done deal, but the client leaves you hanging with those dreaded words, “I have to think about it”. In this video I share some simple steps to help you combat these stall tactics, and better yet, to make sure you never have to hear those words again.
First things first, if you hear these words it means you’ve neglected a very important aspect of your initial dealings with your client; the qualifying process. If you qualify them properly right from the start you’ll make it virtually impossible for them to hit you with an ‘I have to think about it’ excuse. To do this, you need to ask the right questions to find out these three things:
– What resources they’ve got available (can they afford to work with you?)
– What problem they want solved (is it something you can achieve?)
– Are they ready to make a decision now? (Have they got a time-specific goal in mind?)
Now you’re armed with valuable information that will help you close the deal and avoid stall tactics. The next thing to do is set up a first consultation and let them know how it’ll go down. Make sure they understand that at the end of this meeting you will both decide whether or not to work together. This leaves no room for stalling when decision time comes as they’ve been well informed that this is the expectation.
If on the off chance you do get a “I have to think about it” after all that, then use the strategies shared in this video to overcome all stall tactics and objections and turn the situation around.
This show is packed with actionable ideas. Listen on the podcast player below and if you want to become a member of our community, subscribe on YouTube and to the podcast.
Listen to this episode here: