6 Steps to Getting Referrals, from NCM Institute.
The easiest lead to close is a referred lead. Unfortunately, not many automotive salespeople have mastered the art form. I’ve developed a simple, six-step process for obtaining referrals that will give you so much more success in developing your referral business that you will make it an automatic part of every selling situation.
Start with a goal of just one referral every time, and work your way up to where you know the steps so well and they flow so naturally that you’ll get at least three referrals from every client. Then, memorize these six steps to getting referrals. The better you know them, the better you’ll mine the rich lode of referrals that’s just waiting for you in your current client base.
Let’s review the steps in detail so you’ll see how to work with each one most effectively.
Step #1: Help your clients think of specific people they know
When you ask for referrals, you have to give your client a group of faces to focus on. Never say, “Who else do you know that’s looking for a car?” Instead, help them focus on a particular group of people they know.
