2018: Year of the Referral in B2B Sales

By: Kevin Walkup

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Q: How important are referrals in the modern B2B sales process?

A: Could be the difference between hitting quota or not…

Here are 4 stats that might interest you:

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Kevin Walkup shares his advice on getting referrals

When is the best time to ask for a referral?

There is never a bad time to ask for a referral. Ask often and always.

How do I ask for a referral?

There are several ways to ask for a referral without coming across as needy or pushy. Be yourself. It should never sound needy. It should sound like you want to help that person and people in their network. “I would love to earn your business. I don’t need your business.”

You don’t get referrals if you don’t ask for them! Be confident in yourself, your product, and your relationships.

It’s a new year! I challenge you to step outside your comfort zone and start asking your clients for referrals. You’ll thank me for this when you realize the power of referral-based selling!

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