14-Year Wait for a Referral!

On October 24, 2010, in resistance to asking for referrals, by Phil Glosserman

Don’t let this happen to you!

One of our clients, let’s call her Jane, is a high-level B2B salesperson. Most of her accounts are well into the 6-figure range. When we first met Jane, her main lead-generation method was cold-calling.

If you’ve been reading our blog, you’ve heard us say over and over, “If you want referrals you have to ask.” Before learning the Referral Code System, Jane received a few referrals here and there, but she rarely asked. You may be wondering why.

In a word, FEAR. Like so many others, Jane was afraid of “imposing” on her clients. In addition, Jane imagined that this particular client didn’t know the kind of people she was looking for as clients.

When she finally came around and asked (after 14 years of working with this client), he gave her two referrals on the spot–no problem. After this experience, Jane told us, “I wonder how much business I’ve missed out on because I’ve been afraid to ask for referrals. Never again!”

There are 3 morals to this tale:

  • If you want more referral business, you have to ask.
  • Get over your irrational fear of asking.
  • You never know who they know until you ask.