Written by Thomas Norris
The sales process is a tricky one. The best way to win over clients is with a strong sales pitch, but it’s not always easy to get clients to provide references. If you’re looking for a competitive edge, convincing clients to provide references is a great way to get ahead. Here are some tips to help you overcome resistance and get the references you need.
First and foremost, make sure you’re asking the right people. This might seem obvious, but it’s the foundation of successful reference gathering. Who you ask, and how you ask them, can make all the difference. When you’re looking for references, think about who your clients trust and who can speak to the quality of your work. It’s important to choose people who will speak positively about your services and who will be willing to provide a reference.
Second, make sure to ask for permission before you reach out. Once you’ve identified the right people to ask for references, it’s important to get their permission before you reach out. Some clients may be hesitant to provide a reference, so it’s important to ask for their permission before you proceed. This will give them the opportunity to opt out, if they’re not comfortable providing a reference.
Third, keep your communication professional and concise. When you’re reaching out for references, make sure to keep your communication professional. Avoid using jargon and keep your message brief and to the point. Don’t forget to thank them for their time, and make sure to provide them with your contact information in case they have any questions.
Fourth, be prepared to explain why you need a reference. Clients may be hesitant to provide a reference if they don’t understand why you need one. Make sure to explain the purpose of the reference and how it can help you in the sales process. This will help to put their mind at ease and make them more likely to provide a reference.
Finally, follow up. It’s important to follow up with clients after you’ve asked for a reference. Make sure to thank them for their time and let them know that you appreciate their help. This will show that you value their input and that you’re grateful for their assistance.
These are just a few tips to help you overcome resistance and get the references you need. Remember to choose the right people to ask, get their permission before you reach out, keep your communication professional and concise, be prepared to explain why you need a reference, and follow up with clients after you’ve asked for a reference. With these tips, you’ll be well on your way to getting the references you need to give you a competitive edge.
Good luck!