Get your client on-board
to give referrals. Most sellers wait until after the sale has been completed
before they bring up the idea of referrals. Bad idea.
Most clients need
time to get comfortable with the idea of giving referrals, so bring up referrals
early in the relationship. Don't ask for referrals; just let your client know
that your business is built on referrals and then drop referral seeds as the
sale progresses.
If they
hear you mention referrals often in a casual manner, they'll get the impression
referrals are important to you and they will be expecting you to ask for them at
some point.
Source: Sales Consultant/Author Paul McCord