The Power of A Very Direct Question: Unlocking Referrals for Sales Reps

If you don’t know who I am, I’m Scott Miller, the owner of thegrowthleague.com. I’m making these articles to help restoration business owners get more profitable, reduce the chaos, and build something they can sell for a lot of money when they are ready to move on.

Idea to try: Have you ever considered conducting an experimentation approach to gather insights on why you might not be receiving more referrals? It's worth a try. Imagine reaching out to a prospect like Joe, someone you have built a relationship with, and asking for their honest feedback. Engage them in a conversation where you genuinely inquire about their thoughts on referring your restoration services. By being open and direct, you create an opportunity for Joe to share his perspective and provide valuable insights into why he may not be referring you.

Example:  "Hey Joe, can I ask you a question? We've known each other for a few months now, and I'm wondering where you stand in terms of referring us. If you had the need for a restoration company later today, would you consider giving us a call? If not, would you be straight with me and tell me why you wouldn't?"

Another idea for you:  Sometimes, a touch of self-deprecating humor can break the ice and make the feedback conversation more approachable. Lightly acknowledge any possible doubts or stereotypes that may exist about sales reps in the restoration industry. Use humor to show your awareness of these perceptions and to assure Joe that you have a capable team of professionals behind you. By injecting a bit of humor, you create a relaxed atmosphere that encourages honesty and openness.

Example: "What's the problem? Are you sizing me up and saying, 'No way this guy knows how to even use a hammer?' You should have seen my team the first time they saw me with a Sawzall! LOL. But don't worry, we've got a team of skilled professionals who are amazing at what they do. So, all joking aside, what is it? Why wouldn't you give me a chance?"

Embracing constructive feedback is crucial in your quest to unlock more referrals. Once Joe shares his thoughts, listen attentively and genuinely consider his feedback. Don't take it personally but rather view it as an opportunity for growth. Reflect on the insights he provides and look for ways to address any concerns or misconceptions. Use this feedback as a catalyst for improvement, both in your approach and in communicating the value your restoration company brings.

By embracing the power of direct feedback and conducting open conversations with prospects like Joe, you can gain valuable insights that will help you unlock more referrals. Through experimentation, a little self-deprecating humor, and a willingness to listen and adapt, you can address any barriers that may be hindering your referral success. Remember, it's through continuous improvement and a genuine commitment to understanding your prospects' perspectives that you can build stronger relationships and drive greater revenue for your restoration business.

If you want to learn more about how I can help you address these issues and improve your business, book a call with me by clicking the link below this article. Together, we can explore strategies to enhance your sales approach, increase referrals, and ultimately grow your restoration business.