There ares three main objections to getting business referrals from clients, referral partners, or prospects. This article will address these referral objections and how to overcome them.
Objection #1: The person believes that you will embarrass him or her if she refers or introduces you. Sometimes, and this depends on what people buy, people will buy just to get rid of you. If this is the case then the chances of this person referring you to a friend, associate, or family member is extremely small. Why? Because this person does not want his friend, family member, or associate to be upset at him or her. You need to be careful that you are not too pushy in your interaction with people if you want to get business referrals.
Objection #2: When you ask, “Do you know of anybody who needs this product or service many times you will get the response, “I don’t know of anybody.” Now, depending on who you are talking to the average person above 30 knows over 1,200 people. Out of those 1,200 people they have to know a few people who may be interested in your service. The problem is you are not asking specific enough questions to get business referrals. You need to refine the question and make it very clear. For example, “Who is a family member who could use this service?” Or better yet, “Who is a family member that can <insert benefit>?” If you ask generic questions, you will not get referrals.
Objections #3: When you ask for referrals the person says he or she will think about it and get back to you. You need to ask this question. “Bob, is there any reasons why you would not feel comfortable in introducing me and referring me to your friends, and please understand it is okay if there is any reason at all.”
What this does is diffuse the situation and gives the permission to give you feedback, and then you can overcome and potential objections in getting referrals. If the person brings up a problem they have, address that situation, and then ask if there is anything else. Get the person to state, several times, that there is nothing else. Then solve that problem. You can ask the question, “What can I do to make you feel completely comfortable in introducing and referring me to people?” Once you get that set of criteria you need to fulfill it and then you should be able to get referrals.
If you are struggling to get referrals use these tactics and strategies and you will instantly get more referrals from people in every interaction. If you are ready for incredible referral systems, referral marketing ideas, and to get referrals click here now!