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15 Ways to Get Referrals

15 Ways to Get Referrals

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Written by Mary Flaherty
Vice President, Research and Thought Leadership

Wouldn’t it be great if every single new prospect trusted you and your organization?

Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. Often, this is because they haven’t thought about why buyers should refer them. They don’t have a system in place for generating referrals.

If you’re providing a quality experience for your buyers, you’re already halfway there. Word of mouth is bound to generate new business, but a deliberate referral marketing plan will drastically improve the frequency and quality of the referrals you receive.

Why Are Referrals Effective?

Buyers rely on colleagues, associates, and friends to recommend providers. So when a prospect comes to us via this route, we know some of the work is already done for us. Referrals build a seller's trustworthiness and credibility—two cornerstones of effective selling.

Note that referrals should be a part of a larger sales prospecting strategy. Like anything else related to prospecting, you should set aside time to plan and execute a strategy for generating referrals.

Download: Sales Prospecting Made Simple

While most sellers recognize the power of referrals, they don't know how to tap into their networks to proactively generate sales referrals.

This is because many sellers are uncomfortable asking for referrals, not wanting to appear "salesy" or desperate for the work. Or they're insecure, unsure whether they actually deliver value and benefit to their clients.

That's why we put together this list of 15 tactical tips for generating more referrals.

How Do You Get More Sales Referrals?

This is just a start. Let these suggestions jump-start your own idea generation. Create a sales referral process that works for your ideal clients and your networks. When the time is right, reach out to the prospects your referrals have generated.

Read: 13 Tips for Crafting the Best Prospecting Emails

And remember, the fundamentals of your offerings take precedent. Nobody will refer you if you aren’t striving to provide value and ensure buyer satisfaction.

Be referable. Focus on your ideal clients. Tap into your networks in a proactive way. By putting a referral system into place now, you are more likely to receive lead-boosting referrals throughout the year.

RECOMMENDED READING >> 5 Things You Must Do in Every First Sales Conversation
Last Updated December 21, 2023

Topics: Sales Prospecting