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Friday, September 17, 2010
Asking for referrals

You can obtain referrals by asking.

People donít give referrals. You have to ask. Obtaining referrals is just like obtaining a sale. You have a script and process for getting the prospect, setting the appointment, and making the presentation. You should also have a process you follow to obtain referrals.

What does it mean to ask for referrals?

It means asking to help others.

It means having a script.

It means thinking about who you will ask about.

Ask to help others
You must ask to help others, not for others to help you. Your reason for obtaining names should be to see that their family and close friends get some of the same helpful information you have given them.

Have a script
You should always have a script. It is important to ask for referrals with a proven format. The referral part of your sales process should be thought of as the referral presentation.

Think of whom to ask about
During your entire presentation, you should be listening for names and acquaintances they mention so that you can suggest them.

Remember what Colin Powell and Ben Franklin said about being successful:

There is no secret to success. It is the result of preparation, hard work, and learning from failure.
Colin Powell

The difference between using the right word and almost the right word is like the difference between lightening bug and lightning bolt.
Ben Franklin

Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.


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