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Top Secrets of Marketing & SalesTop Secrets of Marketing & Sales Author: David Blaise
The Top Secrets of Marketing & Sales podcast provides tips on how to increase sales, improve profit margins and grow your business. Each week, we address issues related to important topics like targeting your ideal prospects, fine-tuning your messaging, attracting the clients you need, monetizing social media, the MVPs of Marketing and Sales and much more. From mindset to marketing and prospecting to podcasting, the Top Secrets podcast helps B2B and B2C entrepreneurs, professionals and salespeople get more of the customers and clients they need so they can do more of the work they love. Language: en-us Genres: Business, Entrepreneurship, Marketing Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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Getting Referrals Proactively
Tuesday, 1 July, 2025
When it comes to getting referrals proactively, that's another thing people do as well. They think they have to wait until they have already sold something and the client is happy. And that's not the case. I mean, when you're talking about asking about referrals, you can do that at any stage, and at every stage, I mean, ask always, right? Why not? David: Hi, and welcome back. In today's episode, co-host Kevin Rosenquist and I discuss the topic of getting referrals proactively. Welcome back, Kevin. Kevin: Great to be here, David. How you been? David: Been doing great. and you? Kevin: I can't complain. I'm doing well. Yeah, this is a good one. This is a good topic because anybody in any business can get a lot from more referrals. So, why do so many businesses sit around, waiting for referrals, instead of actively generating them. David: I have no idea. Kevin: Oh, thanks for joining us.. David: No, I do have an idea. Because I think we've probably all done it at one point or other over the years. The reason that I really think it's important to talk about referrals is so often, I mean, I've done presentations at trade shows all over the country and actually around the world. I mean like Australia and in Europe. I mean, I've done this with a lot of people, a lot of times over a lot of years, and very often when I talk to people and I ask them the biggest way that they grow their business, they tell me referrals. And when I hear that, I think, "okay, that's great, but how much business are you leaving on the table?" Right? Because a lot of times they are doing exactly what you just described. They're just sitting around waiting for those referrals to come in. Now, they don't say that. They won't tell you that. Right? What they'll say is, yeah, referrals. They got a lot of business from referrals. And I'm like, that's great. And when you get business as a result of referrals, just because you're doing a good job and somebody hears about you, that is wonderful. But that is also extremely reactive. So that's why we're talking about, in this podcast, the idea of doing it proactively. Because when you add that component to your referral-getting, you can very likely double or triple the results that you're getting as a result of just waiting around to see who shows up at your door. Kevin: Is it a mindset shift that needs to happen to get better at asking for referrals or feel more comfortable asking for referrals? David: It could very well be a mindset shift. It could be that it hasn't even occurred to people, right? It's like, okay, referrals are like a bonus. I get referrals. I'm happy when I get them, and I don't think about them. But when you're looking to grow proactively, you need to think in terms of all the different methods that you're using to make that happen. So if I'm doing any sort of outreach, whether it's social media, whether it's on the phone, whether it's emails, whatever it is that you're doing. You say, okay, well how can I do more of this? And when it comes to referrals, a lot of times people say, oh, well, that's when stuff comes in. But it's like the old saying, I think it was Zig Ziglar who said, don't wait for your ship to come in if you haven't sent one out. I always love that quote. Kevin: Really good. David: And so, yeah. So if you're looking to get referrals, what are you doing to make that happen? It's just like anything else. Social media. If you post something on social media and somebody responds to you, you've initiated a conversation. You don't have to wait for someone else to initiate a referral. You can do it more proactively. So yeah, I think a lot of times it doesn't really occur to people that they can really get good at doing it proactively. I do think there is a discomfort level that comes with it sometimes. I'm like, yeah, I feel funny about it. I feel weird about it. Are they going to think I don't have much business?
