You have a client on the phone, and they decide not to close the deal. 

Do you?

Tell them to have a good day and hang up, or ask if they know anyone else needing your services.

In this episode of "The Sales Evangelist Podcast," host Donald C. Kelly shares the most overlooked strategy of asking everyone for referrals. With a passion for empowering sales professionals, Donald shares valuable insights and practical tips to help you unlock the potential of referral generation.

Tune in to elevate your sales prowess and harness the power of referrals!

Utilizing Untapped Potential

• Donald discusses the importance of recognizing the untapped potential in every interaction. 
• He encourages sales professionals to assume that everyone they speak with knows someone who could benefit from their services.

The Art of the Ask

• From his own experiences, Donald shares a simple yet powerful approach to requesting referrals. 
• He outlines the process of respectfully inquiring if the contact knows anyone who could benefit from the offered product or service. 
• Donald emphasizes delivering value and building rapport before requesting a referral.

Referral Incentives and Tools

• Donald explores the potential of incentivizing referrals by offering small gifts or incentives to contacts who provide valuable referrals.
• He suggests options such as gift cards or utilizing specialized software to facilitate the process. 
• By incorporating these incentives, sales professionals can encourage contacts to consider and actively refer potential leads.

Start embracing this proactive approach to seeking referrals and recognize every interaction's vast potential. Challenge yourself and apply these principles to elevate your sales game. Listen to the full episode now and embark on your path to monumental achievement!

“Nine out of ten customers are willing to give referrals, but only 11% of salespeople ask for referrals. So there's a big gap of people wanting to provide you with business, but you aren't taking advantage of them.” - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com