The fact is most referrals aren’t that great. Yeah, I said that, so what the heck are we talking about?
The kind of referral that most people ask for amounts to like a name and a phone number or worse, maybe a name and an email address. It’s barely better than a cold lead and then when you call that referral, they don’t know who you are or why you’re calling, and they’re not quite sure why you’re dropping their friend’s name. What you want is a warm handoff. You want somebody who already has a good impression of you and is anticipating your call. What you want, my friends is an introduction.
Now there are levels of introductions. Assuming that you’ve already validated that the customer is satisfied with the value you provided on the experience that they had. Then a basic introduction request might go like this, “Hey, will you tell Steve about the conversation we had, what we did here today, and then send him an email introducing us and copy me on it.”
A more advanced approach might look like this, “Hey, you know you mentioned your brother Steve. He sounds like a really great guy, and I’d love to take you both to lunch and meet him. Just get to know them a little bit. Do you have next Thursday or Friday open for lunch?”
Now, of course not every introduction is going to be in person, but the warmer you can make the introduction the better, so try that on and let us know how it works and just so you know, we have some great training to help you and your team level up and get more high-value introductions.