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Want to build up your sales pipeline with valuable leads? Go with referrals.
You never get what you don’t ask for. There are plenty of different ways to ask, the most important thing to do is, ask.
Referrals are the easiest, most cost-effective, and quickest ways to build your business pipeline. There are many different ways to ask for referrals, we will dive into just 3 ways to enhance your engagement with them.
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Referrals are critical for your growth. To build a strong referral network, I always want to give, give, give, and then receive. This means that I want to provide more referrals to others before expecting any referrals back. I never expect any referrals until I give my first referral.
Doors will open up when you put others first on referrals, so don’t think about yourself on this. Here are a few steps on how you can
Let’s dance.
Why Should I Care About This?
Referrals are more than just a tool for you to utilize; they represent an endorsement of your value. When a friend, a client, or a colleague refers you, they’re lending you their credibility, which can cut through the noise of a crowded market.
Potential leads are far more likely to listen when the recommendation comes from a trusted source. You get streamlined to the front of their inbox, they pick up the phone, and they get back to you quicker.
I’ve spoken to friends and colleagues, if the emails, LinkedIn messages, or calls came in from someone that they knew, or connected with someone that referenced a contact they knew, it would reduce the chance of them getting the phone hung up on them.
So make it easy on yourself. Be proactive in finding the people you want to meet.
Identify 10 people at 10 companies that you want to reach out to. Or 5 people at 20 companies, 2 people at 50 companies, build it up to 100 total people
Create a secondary list of people who know those people (LinkedIn is super helpful on this)
Call, send a DM on LinkedIn to that person, and politely ask for an introduction to that individual you are looking to connect with
If you have a connection that helps you make an introduction, ask if there is any introduction you can do for them. This is a 2-way street.
I’ve created an easy-to-follow template (with additional instructions) that you can follow, pass on to your team, and build your referral engagement and outreach.
How It Impacts You and Your Business Growth
Actively seeking referrals reduces the time and energy you spend on cold outreach, making your sales efforts more efficient. Rather than starting from scratch with every new prospect, a referral provides a warm introduction, saving you from the usual skepticism and hesitation you might face.
This translates to smoother conversations, faster deal cycles, and ultimately, more sales closed.
Imagine spending less time chasing leads and more time fostering relationships that can multiply your opportunities.
Have a process. I have a standard way of reaching out to connect with people. Here are the top 3 items to have in your referral engagement process:
Commit to doing this – Integrate this into your conversations with your clients
Be present and engaged – If you want to connect with a referral, make this a priority, don’t sleep on it. Someone else is doing you a solid, so be on your A-game and follow up quickly and professionally. You are a reflection of your referral.
Leverage key dates. If there are upcoming projects, proposals, bids, etc. that are forthcoming, include that in your introductions to your referral so you have a tangible item to discuss with your referral. It provides some context about what you’d like to talk about.
Ask For That Referral
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Asking for referrals not only helps you close more deals but also strengthens your current client relationships.
When you ask for a referral, you reinforce the notion that your clients are part of your success story. They’ll appreciate that you value their opinion and trust them to recommend your services.
If you have been working at a current client for a while, have been doing a great job, been getting more work from them, they learn more about your company’s capabilities, team, the work increases, etc. You are established with them. Ask for a referral.
Never assume your client will refer you to their network. You need to be proactive on this.
Ask your primary point of contact if they know anyone who might know anyone who could utilize the offerings that you provide. An introduction is all you’re asking for, but it is a warm introduction as it helps you get over a cold introduction.
Keep it simple
Keep it simple asking for an introduction. Ask your main point of contact why you want the introduction:
“I’d appreciate your help connecting me with anyone you believe could benefit from our offerings.”
Or, if you know they have a specific contact at a company (doing a little research) ask:
“I’d appreciate your help connecting me with (insert name) at (insert company) if you believe they could benefit from our offerings.”
Don’t be shy to put your own spin on it, but you want to get the message across that you would like an introduction.
You’ll be surprised at how many doors this simple ask can open.
Over time, this practice becomes a natural part of your routine. It shifts your mindset from a reactive approach to a proactive one—seeking opportunities rather than waiting for them to come to you.
Pack Some Additional Punch
Referrals are not just for senior leadership. Don’t just rely on them to bring in the business or have the relationships either. Build your own network as well. If you are a senior leader, have your team start building their network as well.
I wrote a past newsletter article about 5 Ways LinkedIn 2nd Degree Connections Can Grow Your Network that can be incredibly helpful for you.
Leverage in-person events as a great way to enhance your referrals. If you know that you can meet someone face to face, capitalize on it. Talk through briefly why you want the introduction and if it works on timing, make it work. Don’t try to force an introduction if the timing won’t work and schedules are too busy. However, an in-person referral can be very beneficial.
Referrals are not an afterthought; they are a critical part of any successful sales strategy.
You’ve built your credibility through hard work and dedication, now it’s time to leverage that. The trust your clients have in you is the key to unlocking new doors.
So stop hesitating and start asking.
When done right, referrals will become one of the most powerful tools in your arsenal. Let me know what you think of the referral template and take some time to build out your referral network.
Have a great week and see you next week.
Whenever you’re ready, there are 4 ways I can help you:
Unlocking Hidden Potential – Reconnecting with Past Clients for Explosive Growth – Check out my free eBook on how you can find hidden gems in your past clients and help you crush your sales goals.
Build your Sales CRM – Download our free Sales eBook on How Your Sales Team Can Maximize Your CRM Tool. Whether it’s Hubspot, Salesforce, or another CRM tool, make sure you leverage it to your advantage.
Awesome Sales Resources – Transform your sales engagement and capabilities across Social Selling, CRM, Lead Generation, Enablement, and more.
Cribworks Advisor Program – Want more than just resources? Reach out to me and see if our Advisor Program can help you grow your business.
