Of all the people you could offer your product or service to, perhaps the easiest ones to turn into customers are the people who’ve been introduced to you by someone who both knows them and is happy with your product or service. Now, these people are also known as referrals, and the process of getting these quality introductions begins the very moment that you meet a person.
In other words, when you first meet a potential client, you also need to earn the right to ask for introductions at the same time. And of course, it’s helpful to do all of this in a casual, nonthreatening way. Otherwise, they’ll feel uncomfortable and be reluctant to help you.
“So, how do I do this?” you ask. Well, here’s what you can say:
“Carl, you haven’t seen a whole lot of advertising about our company, have you? [Wait for the reply.] Well, the reason we don’t spend a lot of money on advertising is because we’ve decided to help more people get happily involved with our [name of your product or service] through word-of-mouth recommendations.”
Now you only say this if it’s true, of course. Otherwise, you can begin by saying, “Carl, we’ve decided to help more people get happily involved with our [name of your product or service] through word-of-mouth recommendations.”
Either way, you continue with, “If we’re able to satisfy your needs with our [name of your product or service], and you’re totally thrilled with what our company has done for you, would you have any concerns with me asking you for an introduction to a few other people I might serve?” And if you’re meeting this person as a result of a referral from another satisfied customer, you can mention that as well: “After all, it’s how I got to meet you . . . through an introduction by our friend Jeff.”
Now, if you say it nicely and warmly like that, they’ll likely agree. “Why?” you ask. Because it’s early in your relationship, and they’re simply being polite. They haven’t been asked to own anything yet, and you’re just setting the stage at this point.
Then, after they’ve become your customer and they’re delighted with all the benefits they’ve received, you can gently remind them of their agreement.
“Carl, do you remember when we first spoke, I asked if you’d mind providing me with the names of a few other people I could serve–that is, once you were satisfied with the way we’ve helped you? Well, you’ve decided to acquire our [name of your product or service], and it seems to me like you’re happy with everything it’s doing for you. So, let’s see if we can come up with several other people who might be just as delighted after I share this opportunity with them, shall we?”
