Sales calls
How to ask a happy customer for a referral
You’re talking to Greg, a happy customer. The goal: ask for one specific introduction.
Your first line
Greg starts with “Hey! Honestly, you guys have been great.”
“Thanks, Greg, that means a lot. Quick ask: do you know one other business owner who’s dealing with the problem you had before us?”
Small yes: one intro and one kind of person, not “know anyone?” A specific ask gives their memory something to grab.
What Greg might say, and what to say back
Greg: “Hmm, nobody comes to mind right now.”
You: “No worries. Anyone who runs a place like yours and has complained about the same thing lately?”
Greg: “I don’t really like giving out people’s numbers.”
You: “Totally fair, I don’t want their number. I’ll write a two-line text you can forward, and they can reach out if they want.”
Greg: “I’ll keep you in mind!”
You: “Thanks. If someone comes to mind, would you send them that text this week? Only if they’re open to it.”
Two things that trip people up
- “Know anyone who might be interested?” with nothing specific.Ask for one kind of person: “another owner dealing with the same problem.”
- Asking for a list of names, or pushing for phone numbers.Offer a short message they can forward, and let their friend decide.
Now say it out loud
Reading the words isn’t the same as saying them. Practice this one with Greg pushing back like the real person would. Then your coach, Ace, fixes your exact words. The move to focus on: Small yes.
Practice this one free3 free reps a day. No sign-up. Out loud or typed.