If you work in sales, you know the value of a good referral. A warm lead from a known name can be more beneficial than any cold call. But if you’re like some reps, you may not always ask for referrals. It’s not because you don’t want them but because you may forget or feel awkward asking. You might just assume the client will send people your way if you’ve done a great job. While that would be nice, most clients won’t think to refer you unless you specifically mention it.

How do you get the conversation started in a way that feels natural? Julie Hansen, the president of Performance Sales and Training, has some smart tips. We share her thoughts in this issue of PromoPro Daily.

1. Be specific. When you’re specific about the type of referral you want, Hansen says you make it easier for the other person to refer you. For example, you could say something like, “I’d love to connect with real estate agents who need branded giveaways for open houses or closing gifts.”

2. Do your research. Look into what associations or groups your client belongs to. Then, Hansen says you can let your client know which associates might be a good fit for you and why.

3. Promote your work. Don’t fly under the radar. Instead, Hansen recommends keeping your clients up to date on your activities and successes. If a client sees that you’re working hard and earning more business, they’ll feel more confident referring you to those in their circle.

4. Do incredible work. Let your promo expertise shine in all that you do. Not just sometimes, but in every project.

5. Show your appreciation. Don’t forget to thank your client for the referral even if nothing comes from it, Hansen says. You don’t want your client to feel like you’re disappointed if their lead doesn’t pan out. Gratitude shows that you value them and not just the additional business they could bring you.

Asking for a referral isn’t pushy or annoying. In fact, it’s smart. When you do it with sincerity, most people are happy to help. Remember to be specific, do your research and promote your work. You should also do amazing work every time and thank your clients for referrals. By making it a habit to regularly ask for referrals, you can expand your network and build a reputation as a trusted promo pro.

Compiled by Audrey Sellers
Source: Julie Hansen is the president of Performance Sales and Training. She’s also an author, international speaker and sales trainer.