In this solo episode of the Sales Transformation Podcast with Collin Mitchell, he talks about how only a small percentage of salespeople try to ask for referrals and why you should transform them to brand ambassadors.
Referrals might be too much of a hard ask for most salespeople especially when a deal doesn't go their way. However, that kind of thinking harms your business and brand. Instead, listen to how Collin's approach to asking for referrals be a better solution.
00:32 Breaking down how to get to ask for referrals and getting comfortable with the idea of asking for them
01:08 When is the right time to ask for referrals
03:08 Always be helping and know when you earned the right to ask for referrals
00:15 "What I'm talking about here is referrals, everybody has heard of referrals, this is nothing new. However, a recent report that I read said that only 11% of salespeople actually ask for referrals."
00:52 "You need to earn the right to ask for referrals, just like you need to earn the right for somebody's business. If you haven't done the work properly and you ask for the order too soon, you'll kill your chances of winning the deal and the same is true for referrals."
03:42 "If you made a great enough impact and it was a good enough experience, those people can be your best brand ambassadors."
04:40 "Maybe you give them a good idea of 'hey our prospects typically look like these or these are the people that we found that we can help most.' And go on to say how you can help them, so be very specific about what types of people, what problems they have or how you solve them or ask for specific people."
05:11 "The key here in all of it is to make sure that you are listening, asking good questions, adding value, insights, and delivering a good experience in all your interactions from the very beginning throughout the sales response regardless of the outcome."
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Want to read rather than listen? Here's a two-three minute read that covers the entire podcast topic: How To Create Brand Ambassadors 🚀
#180 S2 Episode 49 - How Sellers Can Create Brand Ambassadors
[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.
[00:00:25] Uh, right. Welcome to another episode of sales transformation. Today is going to be an episode solo where I'm going to talk about how sellers can create brand ambassadors. Okay. So what I'm talking about here is referrals. Everybody's heard of referrals. This is nothing new. However, a recent report that I read said that only 11% of salespeople actually ask for referrals.
[00:00:51] And after talking to some people, I found out that most people are just uncomfortable asking for referrals. So I want to break down some things that can get you a little bit more comfortable to start asking for some referrals. And it really comes down to the experience that you provide throughout the selling process.
[00:01:07] And then I also want to tell you something that most people haven't considered as a great opportunity to ask for referrals. Um, so the thing here is that. You need to earn the right to ask for referrals, just like you need to earn the right to ask for somebody's business. If you haven't done the work properly and you ask for the order too soon, you kill your chances of winning the deal.
[00:01:31] And the same is true for referrals. So when is the right time to ask for referrals? Well, there's actually a couple of different ways to think about this. The first one is obviously after you earned her business and we're going to get into that, but you don't want to ask too early. And the one thing here that I mentioned was it's all about the experience.
[00:01:48] So you need to do what my good friend, Larry Levine, from selling from the heart says, you need to actually give a. About your customers and your prospects. This takes a different mindset. Um, that a lot of sellers are used to treating people. Transactionally. They're used to using band questioning and interrogation style questions in their discovery, which people don't like that they don't like the way that feels.
[00:02:11] And it's very obvious that they're only in it to see. You know, what's in it for them. Uh, so you know, big thing to remember here is you have two ears, one mouth, so you need to listen more than you speak. We've all heard this before, but this is one thing it's really essential to delivering a good experience.
[00:02:27] That's going to get you to a place where you earn the right to ask for the business and you earn the right to ask for referrals. So find out what is most important to them. What are they most worried about solving? What is the biggest thing, uh, that's you know, on their to-do list. And sometimes that might tie back to your product and sometimes it might not if it does great.
[00:02:49] And if it doesn't stop, see if you could try to help them in some way, maybe they're looking to hire people and you've built a network, uh, of awesome people that you could potentially refer. Uh, maybe they're looking for a particular solution, uh, to solve a particular thing that you have experienced with this, with it, with, and you could share some ideas or, you know, somebody.
[00:03:07] Similar experience that you can connect them with. There's lots of ways to build a network of people who provide solutions to the types of problems that your clients and your prospects have. And you'll start to hear some common threads and some things will come up very often. So you might need to do a little bit of work.
[00:03:25] Building out some potential solutions to those types of problems so that you can help them solve them. Um, you know, I really am a big believer on always be helping. Sometimes it might be tied to your product sometimes it might not. Uh, and so, you know, how do you know when you've earned the right? Well, if you have spent time helping your prospect, you've listened more than you spoke.
[00:03:47] You've provided insights. Uh, you've earned it. You've earned the right to ask her for ELLs, whether you earned their business or not. Surprisingly enough, you don't, they don't need to be a customer to send you referrals. Some of my biggest referral sources are people that we found out early on. Uh, we're not a right fit for us, or didn't have budget to afford us, but if you made a great enough impact and it was a good enough experience, those people can be your best brand ambassador.
[00:04:13] So these are the types of people that I get DMS with intros, email intros. These are people that find people that have. Uh, maybe they post about that problem on LinkedIn and they actually tagged me as a potential solution. And some of these people, I've never done business with them, but I made a big enough impact through delivering a good experience and trying to add value that they have.
[00:04:35] My brand ambassadors. And this is something that you should strive for as a seller. Now with your customers, let's say you have earned their business. You want to ask for the referral properly. It doesn't sound like, Hey, if there's anybody you think could benefit from my services, you know, it'd really be helpful.
[00:04:51] Uh, it sounds a little bit more like, Hey, I saw that you worked at this particular place. I've really been trying to break into that account. Do you happen to know any of these three people? Cause an intro would be much appreciated, uh, or it's, you know, maybe you give them a good idea of, Hey, our prospects typically look like this, or these are the people that we found we can help most.
[00:05:11] Um, and then go on to say how you can help them. So be very specific about what types of people you're looking for, what problems they have and how you solve those, or ask for specific people. If you see that. You have mutual connections and you'd like intros to some of those people be specific about who you want.
[00:05:30] The introduction to this is going to increase your success rate with asking for referrals. Uh, but the key here in all of it is make sure that you have. Listening asking good questions, adding, uh, adding value, providing insights and delivering a good experience in all of your interactions from the very beginning throughout the sales process, regardless of the outcome.
[00:05:53] And this is how you're going to build it. You know, referral source, uh, through prospects, through customers and brand ambassadors that want to help promote you to everybody that they know. So, uh, I will link to the article that I wrote on this in the show notes. If you enjoyed today's episode, please write us a review, share the show with your friends.
[00:06:14] It really does help us out. And if you have any feedback, head over to sales, transformation.fm and drop us a voice. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your leaderboard.
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