Why asking for referrals hurts sales Is there ever a good time to ask for a referral?
To make it as easy as possible to understand, the answer is no. That’s right. Never, ever ask for a referral. Here are the reasons why: 1. Asking for referrals harms the customer-salesperson relationship. More often than not, the salesperson asks for referrals just as the sale is concluded. “There’s just one question I would like to ask you, Ms. Yeager, who of your friends and associates could benefit from my services?” However, the question is phrased, it sends a powerful message: Am I being used? Worse yet, it places the customer in an uncomfortable position of having to do something more for the salesperson. “I have just given the salesperson the order and now she wants me to do more for her. It should be the other way.” Asking for a referral just after the deal is done is courting disaster. It sends the message that the sale is all about the salesperson, not the customer. 2. Asking for referrals sends the wrong message. A few days after buying a new car––but before I took delivery–
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