(For quick start, use the italic paragraphs.)
Ask for the Referral
When the prospect says no to you: “Ann, I realize this business (or product) isn’t for you at this time, but I’m on a mission to help as many people as I can. Do you know people who can use extra cashflow in addition to what they are currently doing (or product benefit)?”
Help her by suggesting, “Such as people in your church, PTA, or organizations? Seniors who can use extra money for retirement? Moms who want to be home with their kids? Students with loans to pay off? (or people who need your product)”
“If I gave her a call, do you believe this could be an option for her? (Yes.) What would be the best number and time to call her? ~ I’ll give her a call and let you know how our conversation went.” (Remember to look up the time zone of the area code in case it’s out of state, and to call the referrer back later.)
Talk to the Referral
To a referral from a customer: “Gary Smith? My name is Bob Burg, and we’ve never met, but I believe you know Ann Jones? …. I was with her the other day, and your name came up in conversation….. I’m with XYZ Company. We help people to_________. Ann is a very valued client of mine, and she was kind enough to suggest I call you, and I assured her I would.” (from Bob Burg)
To a referral not from a customer: “Gary Smith? My name is Bob Burg, and we’ve never met, but I believe you know Ann Jones? …. I was talking with her the other day, and your name came up in conversation….. I’m with XYZ Company. We help people to_________. Ann was kind enough to suggest I call you, and I assured her I would.
Ask for Referral from a Customer, Friend, Acquaintance:
Ask for a referral from a customer: “Do you know of someone who is currently in the same state that you were in back when we found each other? … Do you know someone I should talk to?” (from Tony Teegarden) (Of course, they may then consider retailing your product themselves.)
Ask for a referral from a customer or friend: “Ann, I’m in the process of expanding my referral business, and I find it helpful to partner with my customers and friends such as you. Can we take a few quick minutes and run past the names of some other people I might also be able to help?” (from Bog Burg)
To your acquaintances: “Ann, this is Tony. I’m gonna be direct. I just got positioned with a company that I’m doing business for part-time. They’re looking for people because they’re expanding in this area. I realize this is probably not gonna be for you. However, I do want to sit down with you about 20 minutes and share with you what I’m doing and see if you know someone who would be a good fit that I should talk to.” (from Tony Teegarden)
(If they ask, “What is it?” You can say, “It’s in the (health and wellness) field. That’s why I want to set up this time, so I can tell you more.”)
Ask for referrals from an influential person: “Mrs. Jones, what did you like best about the Rise of the Entrepreneur documentary? ~ I admire your business expertise, and I know you are well-connected in our community. I’m looking to expand my business, and would welcome your advice: If you were in a network marketing company, who do you know who is sharp, motivated, and coach-able that you would like to partner with?”
You can ask specifically for people who are self-starters, influential, teachable, and have the money to start. Or “Who do you know who makes at least $80,000 a year, owns a home, has children, and is at least 25 years old?”
If they say they need to ask their friend before giving out their number, you could say, “I respect that. You don’t want them to be harassed. I assure you I will tell them you referred me to them, and why, and only see how I can help. I won’t talk with them more than they want to, and I won’t give their number to anyone else. This can save you a step of calling them first, if you feel comfortable having me call them.”
Thank the referrer. Call them back and let them know how it went. If their friend became a customer or distributor, you could offer to gift the referrer a month of product that they like. Or you could offer this up front, such as 10% off their products for a year for every person they refer to you who buys or signs up. This may inspire them to give you more names than not.
Consider offering the referrer a distributorship: “Jamie, I know you love the product, and you’ve referred 5 friends to me who are also loving it. Have you considered servicing them yourself to pay for your own? Or even building on that to make extra income each month?”
Ask for a Referral from a Networking Group
“Who do you know who can use extra cashflow in addition to what they are currently doing?”
“Who do you know who wants a better job, a better retirement, pay off their student loan, or be home with their kids?”
Selling Power Magazine research shows:
1% of cold calls result in sales
15% of leads result in sales
55% of referrals result in sales
80% of introductions result in sales
So, from a networking group, I prefer an introduction to the referred person. That can be by email, 3-way call, or in person over coffee or lunch, whichever seems appropriate to each case.
An email or text introduction can go like this, addressed to both parties: “Jane, I’d like to introduce you to Bob. I remember you commenting on how inflation is eating away your retirement. He may have something to help you. His number is __________. “
Bob Burg is a network marketer who wrote a great book, Endless Referrals. He says that endless referrals means no disappointment when you hear a no, so you have better posture and confidence.
4 reasons referrals are good:
1. Warm leads that know, like, and trust (borrowed trust from the mutual friend)
2. Price is less of an issue. You can focus on value.
3. Easy to close
4. Referred leads are likely to refer. They are used to the process.
Everyone has a sphere of influence of about 250 people. Help them think of people in their specific organizations, clubs, church, at work, etc. “Which, if any, do you feel I should talk to? Or might be interested in _______?”
Who did she graduate from high school with that she is still in contact with? Who are the parents of the kids her kids hangout with? Neighbors?
The most difficult is the first name. Then the floodgates open! ~ Also, the more they know, like and trust you, the more likely they are to give you referrals. If it’s a cold call, and you’ve found some common interest, or you listened and asked questions about their needs, the more likely they are to give you a referral.
Take the names, then ask the contact info, and why she thinks they might be interested.
That referral might not be a leader, but could KNOW a leader. So ask the referral for a referral, for a referral, etc., until you find the leader. Then go back and tell the original person, “Bobby is joining the company. Might you want to receive a paycheck for what you’ve already done? (signup and put him under you)”
Dr. Ivan Misner, founder of BNI, world’s largest networking group organization, has a great book on how to best network: The World’s Best Known Marketing Secret: Building Your Business with Word-of-Mouth Marketing
Copyright 2015, Bess McCarty. All Rights Reserved.