I was recently involved in a sales discussion, where one of the folks posed a topic to discuss. “I hate asking customers for recommendations or referrals. It feels, well…pushy. It’s like I’m making it about me instead of about them.”
I get it. The most trusted salespeople focus on the needs of the client and not their personal agendas. It’s all about the client. As a result, asking for an endorsement can feel uncomfortable, as though it is in opposition to customer centricity.
Simply stated, the testimony of a happy customer is one of the best possible marketing tools. Seeking recommendations is not mutually exclusive from taking care of the customer.
A few tips:
Start with your best clients—those with whom you have the best relationships and that you know are achieving their desired results.
Shift your perspective. Remember, people like to help people. Typically, if you have a happy customer, they will want to help you.
Begin the conversation by asking if they are pleased with your product, service, their results, etc. If they are happy, you are in an ideal position to ask “do you know of anyone else who would benefit?” or “Would you be willing to talk with a potential customer about your experience with me?”
Regularly asking questions about the customer’s experience is a smart practice overall. If you receive critical feedback, you’ve gained additional knowledge and an opportunity to make the client happier. When you hear positive comments, your efforts are affirmed. Asking for referrals/recommendations becomes increasingly natural, and everyone wins.