Mistakes That Keep You from Getting the Referrals You Deserve—An Interview with Colleen Francis

RainToday.com's Podcast: Marketing & Selling Professional Services

Referrals are the preferred strategy for getting new business, and yet many service professionals struggle to get them—and to get new business from them.
What are they doing wrong? For many it starts
with simply not asking for referrals or for not asking
correctly.

"Referrals are the preferred way to generate leads and to win new business, yet well over 80% of salespeople just aren't asking. They worry that if they ask for referrals that they will appear desperate and needy," says Colleen Francis, President of Engage Selling Solutions. "But studies show that 85-90% of your clients, when they're satisfied with your work, would gladly give you referrals."

Listen as Colleen, explains:

• Additional mistakes people make when trying to get referrals
• What a referral system should consist of
• How to reward clients for referring you
• The success one firm has seen from using a referral system