Getting Your Guts Up To Ask
Obtaining referrals can be difficult if you're not used to asking. But once you've adopted the habit of asking you'll obtain enough referrals that it will be hard to follow up on them. A study conducted by Bill Bishop and Associates of Orlando, Florida found that 60-80% of referred leads buy stuff. They buy an average of 23% more than cold suspects. They are also four times more likely to refer you to other lead than cold prospects. It clearly makes sense to ask for referrals. I know, I know, its awkward to ask people for referrals. All I can say to that statement is, GET OVER IT! If you've done a great job for a client and given it all you got, that person will be glad to suggest others that you can help. But if you're not used to asking, even the phrasing of the question can be difficult.Make it your own, feel comfortable, and spit it out.
I have attended many classes on selling yourself and services. They all give you guidelines to help with asking for referrals, but they always seem forced and ridged. REMEMBER- Your not asking them to join a cult or a pyramid scheme, your just asking for support. It does help if your salon or spa offers a referral program. If your spa does not offer an incentive for referrals, ask the owner if you can develop something. For example: If you refer 5 people, you get a free or half off facial. Here are some samples to help you out. Take these samples and make them your own, you can add to or take away somethings, but get in the habit of asking. Try them out on your friends and family to see how it comes across.
1) Thank you so much for coming to see me Mary, you are such a great client. I wish I had more clients as loyal as you. If you have any friends as good as you are please send them my way.
2) You- Did you enjoy your service today Mary?
Mary- Oh, I loved it, best facial I have ever had.
You- Thank you Mary that means a lot. Please tell your friends and family about me.
I would love to give them the same service I give you. We have gift certificates available.....
3) Thank you Mary for coming in to see me, I hope you enjoyed your service. I wanted to let you know we are doing free skin evaluations and eye treatments now, so please tell your friends and family about that. If you have a referral program you can say: If five people come in and say that you sent them, then I will give you a free eye treatment for your next facial ( or whatever you and the owner decide).
4) We are running a special next month on chemical peels and eye treatment, if you can give me five emails of people that would be interested I will give you a 10.00 off coupon for your next facial.
5) Mary- My friends have been telling me how great my skin looks.
You- That is great Mary, I hope you are telling them about me?
Avoid "Do you know anyone...."- it is easy to say "no". Also, avoid telling your customer what your need is, i.e, to win a sales contest, or to hit your quota for the month. Put your request in the context of helping. Your approach should be comfortable for you. But whatever the approach, always ask.
