JULY 21, 2009

Win Referrals!

Your time and money are far too important to trust to strangers. While you might pick up a new face cream after seeing an enticing ad, when it comes to hiring professionals and businesses for the important things (i.e., doctors, lawyers, accountants, vendors and business partners), you wouldn't think of going at it blindly. Instead, you ask for referrals from trusted friends and business associates, right? Same goes for bringing in new customers for your company – "something everyone, not just salespeople, need to be focused on in this economy," says Joanne S. Black, founder of No More Cold Calling.

Tough economic times have made customers even warier about where they spend their money, but a well-placed referral from someone they trust could give you the boost you need to win their business. "When I ask sales professionals what percent of referrals win them new clients – nobody ever says less than 50 percent," says Black. "Referrals cost nothing and are credible, and they beat the heck out of cold calling. And women are great at this type of relationship-building."

Here are some resources:

Asking is free (long one of PINK's mottos), so don't be scared to request a recommendation. Here's how to ask.

Power Referrals: The Ambassador Method for Empowering Others to Promote Your Business and Do the Selling for You shares strategies for convincing your network to sell for you – and suggests tools to provide them with.

SCORE offers strategies for building your referral network in just 60 seconds.

Bonus PINK Link:Sales force stuck in a rut? Top women managers tell how attention to individuals builds a more productive team.