Examples of referrals include unsolicited referrals, which refer to new prospects who call a company after getting recommendations from existing customers, and proactive referrals, in which present customers contact the firm to provide names of potential new customers. Solicited referrals involve requesting and receiving referrals from present customers.
Customers typically make referrals when they are satisfied with the products or services of a business. Making referrals involves trusting a company and recommending friends or business contacts to the firm based on the belief that the firm delivers quality products or services.
An example of a post-closing conversation that leads to a referral is telling the customer that the company intends to provide outstanding services and then requesting the customer to share a few names of people who likely need the company's services. The salesperson gives the customer a chance to experience the company's services before sharing names.
Asking for testimonials is a good way to obtain referrals from existing customers. It helps to ask about how the company can improve, what the company has excelled in doing, and what it would take for customers to refer the firm's services to others. It's also effective to offer customized gifts that can spur conversations about the company, as other people are likely to ask about who gave away the items.