If you're in sales, you already know the truth:
Referrals are the gold standard of lead generation.
Why? Because they come with trust built in. A referral is essentially someone saying,
“I vouch for this person—and you should talk to them.”
1. Ask Your Ideal Clients
Start simple:
Ask the clients who already love you.
Your best clients likely know others just like them. And guess what? People love to refer people who make them look good.
Don’t overcomplicate the ask. Try:
“Do you know anyone else facing a similar challenge?”
“If someone else needed help with [specific problem], would you feel comfortable connecting us?”
2. Tap Into LinkedIn (and Other Networks)
Your happy clients are likely connected to other potential buyers. Use LinkedIn or Facebook to:
Review your clients’ connections
Identify potential introductions
Ask for specific referrals with context
Example:
“Hey Alex, I noticed you're connected with [Name] at [Company]. Would you feel comfortable introducing us? I think we could really help them.”
Make it easy for them to say yes.
3. Ask for Referrals—Even When It’s a “No”
This one’s bold—but brilliant.
Even if a deal doesn’t go through, you can still ask:
“Now that you know more about me and what we offer, do you know someone who might be a better fit?”
It sends the message that your sales process is professional, respectful, and focused on value—not pressure. And surprisingly, you’ll often get leads from the least expected places.
Bonus Tip: Normalize the Referral Ask
Make referrals part of your routine:
Mention it early in client relationships
Set the expectation that introductions are part of how you grow
Make the process simple and pressure-free
Referrals shouldn’t feel like a big ask—they should feel like the natural next step of a great experience.
Final Takeaway
The best sales conversations start with trust—and nothing builds trust faster than a referral.
So ask for them. Make it easy. Be consistent. And watch your pipeline grow with warm, qualified, low-resistance leads.
Bonus Sandler Resource: Creating A Strategic Social Network
Download now to take charge of your next conversation by asking the right questions at the right time.
