Marc Wayshak - Sales Research & Insights - Motivational Sales Speaker
  • Home
  • See Results You Can Achieve!
  • +1 (617) 936-8138
  • About Marc
  • Client Reviews
  • Speeches
    • Sales for Sales Teams
    • Sales Strategy for Management
  • Sales Strategy Consulting
  • Sales Store
  • Published Articles
  • Sales Blog
  • Contact

Sales Tips... Sales Advice...

Sales Strategy...
Get FREE Tips to Dramatically Increase Sales

Referrals are Weak–Introductions Fill Your Bank Account

January 10, 2012 by Marc Wayshak Leave a Comment

Share this Article!

  • Click to share on Twitter (Opens in new window)
  • Click to share on Facebook (Opens in new window)
  • Click to share on Google+ (Opens in new window)
  • Click to share on LinkedIn (Opens in new window)
  • Click to share on Pocket (Opens in new window)
  • Click to share on Reddit (Opens in new window)
  • Click to email this to a friend (Opens in new window)
  • Click to print (Opens in new window)

Learn how to get more introductions from the boston sales trainer

Do you love it when a happy client helps you find new clients? I know I do. Well, let’s explore how you can have that happen more often…

First, let’s clarify why we love the term “introductions” and dislike the term “referrals.” It’s very simple. People don’t know what a referral is.

It’s basically a buzzword in the sales world. You going to a client and saying, “Don, would you give me a referral?” is like a computer programmer walking up to you and saying, “Would you write some HTLM for my program?”

We sales people assume that everyone else knows what a referral is, but they don’t know any more than you know what HTML code is. They might have heard of it, but they likely don’t know exactly what it is. I can’t tell you the number of times that I asked for ‘referrals’ back in the day only to get a letter of recommendation.

When you ask people for ‘referrals,’ they may think that it is a reference, they may give you the name of someone to call, they may give you someone’s name and say “use my name.” This is not what you want.

However, when you ask for an introduction, there is no question about what you want. We are in the business of getting introductions. Stop asking for anything else. If I you are my client and I do a great job helping you transform your sales from slumping to soaring and you are psyched, are you going to be willing to introduce me to anyone that you think I could help? I certainly hope so.

The same should go for you. From now on, get out of the business of asking for referrals and only accept introductions.

Please share your comments below.

Written by Marc Wayshak, Author of two books, creator of Game Plan Selling and Boston Sales Trainer.

Share this Article!

  • Click to share on Twitter (Opens in new window)
  • Click to share on Facebook (Opens in new window)
  • Click to share on Google+ (Opens in new window)
  • Click to share on LinkedIn (Opens in new window)
  • Click to share on Pocket (Opens in new window)
  • Click to share on Reddit (Opens in new window)
  • Click to email this to a friend (Opens in new window)
  • Click to print (Opens in new window)

Filed Under: Blog Tagged With: Get More Referrals

Leave a Reply Cancel reply



Key Pages on Sales

Motivational Sales Speaker
Sales Conference Speaker
Conference Sales Speaker
Keynote Sales Speaker
Sales Articles
Sales Strategy Consultant
Sales Training Boston
Sales Management Speaker
Sales Speaker
Sales Motivational Speaker
Motivational Sales Speakers
Motivational Speaker Sales
Articles on Sales
How to Start a Sales Conversation
Case Study Presentation

See Marc's Sales Conference Speaker Clients.
See some of the sales strategy results Marc has achieved.
Game Plan Selling is the conference sales speaker's bestselling book.
See some of the published free sales articles written by Marc Wayshak.

Recent Sales Blogs

  • This Motivational Sales Speech Will Get You Fired Up!
  • “Why should I do business with you?” The 4-Step Approach Any Salesperson Should Use to Respond…
  • 7 Sales Metrics to Track in 2018
  • Closing the Sale – 13 Sales Tips to Make This Year Your BEST Year Ever
  • 5 Sales Strategies to Sell to Huge, Massive, Really Large Companies
  • 7 Super-Easy Tips to Fill your Sales Funnel to the Brim
  • 9 Quick Sales Presentation Tips All Salespeople Must Know
  • 14 Trending Sales Advice Articles
  • The Single Best Way to Start a Conversation in Sales with Any Prospect
  • 11 Must-Read Sales Articles on Selling Strategy
  • 9 Really Easy Phone Sales Tips (to help you close way more sales!)
  • The Must-Know Keys to Any Great Case Study Presentation
  • 5 Steps on How to Be a Good Salesperson
  • The Perfect 3-Step Sales Process
  • How to Sell Commodity Products to Show Value
  • Home
  • Achieve Sales Results
  • See Client Reviews
  • Sales for Sales Teams
  • Sales for Business Owners
  • Sales Strategy for Management
  • Published Sales Articles
  • About Marc Wayshak
  • Sales Training & Strategy
  • Contact Marc Right Now!
  • The Sales Success Store
  • Sales Blog
  • Contact
  • Terms
Copyright © 2010-2018 Marc Wayshak Communications LLC
Montgomery Street · Boston · MA · 02116 · USATel: +1 (617) 936-8138
loading Cancel
Post was not sent - check your email addresses!
Email check failed, please try again
Sorry, your blog cannot share posts by email.