Want Referrals? Ask Nicely First

by The Customer Collective

Jonathan Farrington has found that getting customer referrals during the sales process is obscured by many hurdles.

The biggest hurdle? You’re not asking.

So not only does Jonathan suggest adding referral requests and acting on them in the account development process, but also:

  • Seeking and evaluating metrics around referrals, and
  • Development and training centered on maximizing the impact of referrals and encouraging skill confidence.

So when is the best time to ask a customer for a referral? And what are the best ways of generating referrals? Read on to find out!