RAB Insights

RAB Research Archive

Provide referrals yourself

Referrals don’t have to be a one-way street.

As a seller, you’re going to meet a wide variety of individuals, in many different industries. If you’re asking clients and prospects to refer you to new leads, there’s no reason you can’t return the favor.

Not only does this provide more value to your clients, but it shows that you’re not just taking from those you work with. By showing an interest in their business, you’re demonstrating to your clients that you’re engaged and willing to help.

This tactic also greases the wheels for receiving referrals. If you enter into an arrangement where you’re sharing names with one another, there’s often less hesitancy, than if it were a one-sided situation.

Source: Sales trainer Mike Montague