Christoph Karger - How to generate referrals Masterclass
🤯Did you know that 91% of people are willing to give referrals, yet only 11% of salespeople actually ask for them?
That's a huge opportunity waiting to be seized! 🚀
With 84% of B2B buyers starting their buying journey through referrals, it's clear that incorporating a referral strategy can greatly boost your pipeline and close more deals.
At our recent Masterclass, we had the privilege of hosting Christoph Karger who shared his expert insights on how to generate referrals effectively.
Here are the main highlights of his talk:
🔑Referrals Goals:
A referral is a qualified introduction.
🔑Impact of a Referral Strategy:
More pipeline leads to increased win rates, bigger deals, less negotiations, network effects, and improved trust and credibility.
🔑Who to Ask:
You can ask anyone - everyone is connected. Think about who you know and who they might be connected to, and start asking.
🔑Best Time to Ask:
You can ask for referrals at any time - during a cold call, demo, negotiating, milestones, signature call, or happiness call. The key is how you ask.
🔑How to Ask:
Create a script for each scenario, including:
Asking if they would refer you
Describing what you're looking for (Ideal Customer Profile)
Checking their connections on Salesnavigator or LinkedIn.
🔑Avoiding the Top Mistakes:
1️⃣Not asking - Stay in control of the process - make it as easy as possible to make that intro (write the intro for them, etc.)
2️⃣Only asking once - Ask 2-3 times through friendly followups
By incorporating these tips, you'll be well on your way to closing more deals through referrals. So, take the first step and start unlocking the power of referrals today!
Check out our masterclass and learn more!💡