Conrey is for Closers

Everyone who has spent more than a couple of days as a Salesman knows that the best clients are the ones you have already sold something to.   The second best ones are the ones they  send you as referrals.   Why are they better? They already have a reason to trust you.  This is the indirect sale, you did such a good job helping your client with the deal that they sold you to their friend.

So you already have an established trust level at least one or two notches above someone you’ve never met before, and as an added bonus you have something to talk about in common with them right off the bat.   You still need to build the rest of your rapport base up with the referral but you’re definitely getting a head start.

So how do you get your past clients to sell you for you?

The first thing you have to do is make them happy.   Beyond expectations level happy.   Do the little things that other people don’t do.

Next is the hard part – you have to ask them for it.   “Hey, if you had to guess, who else would love what I just sold you?”  Now if you say that line exactly don’t come back to me and complain about your lack of referrals – but use that idea and make it your own.   Your happiest clients will be the best advertising you can ever have.   Keep in touch with them, make them remember that you haven’t forgotten them, and then let them know how much you’d appreciate it to receive a referral from them.

For extra credit now, the best way to get a referral is to give one.  Be a connector.   I’m sure you know clients who can help other clients you have.   Introduce them, show them that you are looking out for them as well, and maybe they’ll return the favor.  In addition to the good karma, it will make it easier for someone else to recommend you if they’ve received one from you.