84% of B2B sales start with a referral, but most professionals feel weird asking for referrals and setting up a system to get them more consistently. When we do a good job at serving people and delivering value, they actually want to see us succeed – and a referral would naturally take place if we just asked, or better yet if we set the stage for it from day 1. It’s as simple as A.S.K to G.E.T.
Ultimately, a referral is a transfer of trust, and when we take them seriously and intentionally build those partnerships, it’s a huge game-changer. How do we make it easier to ask for referrals? What are some of the biggest mistakes we make with referrals? In today’s episode, I’m joined by the author of Raving Referrals and the CEO of HOA.com, Brandon Barnum. He shares why referrals are the secret weapon of your business and the blueprint for increasing them.
You’ll also learn;
- How to confidently and comfortably ask for a referral
- How to listen for referral triggers
- Why LinkedIn should be getting more of our attention
Key Points
Setting the stage for referrals (02:42 – 14:14)
We feel awkward about asking for referrals because it seems disingenuous and forced, but the truth is, our clients create plenty of openings for us to ask. In order to feel comfortable and confident asking for referrals, we have to stop feeling like they are unnatural or us taking advantage of people. Our clients showing appreciation for our service is actually a referral trigger that creates the perfect opportunity to ask.
The biggest mistake people make with referrals is not executing the handoff properly. Instead of just sending a text and stepping out of the relationship, we have to bring the people together to make the introduction and guide the conversation to build authority and credibility, while also making sure they still feel connected to us.
How to Leverage LinkedIn (14:15 – 19:34)
LinkedIn is one of the most overlooked channels for building powerful connections and business alliances in the B2B space. It’s where a lot of professionals hang out, and where authority and credibility count most. Realtors, loan officers and other professional service providers can build more connections than they would on social media platforms.
Adding value to your referral network (19:35 – 31:09)
As business owners, one of the most powerful things we can do is to build and nurture alliances with other professionals who serve our ideal clients. Once we have that network of partners set up, it’s really important to add value to them consistently. Follow-up and celebration often means as much as compensation to them, so a public shoutout and a monthly newsletter shows that we value them.
If your business deals with a high-ticket offering like home automation, you’re leaving a lot of money on the table by not being intentional with referrals. Your clients are going to want to show off their cool home upgrade, so why not take steps to turn that into a referral opportunity?
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