I received this email at 1 PM on Thanksgiving Eve.

Stop asking for referrals. Never use the word "referral". Stop selling anything. I know that seems crazy, but this is the article that he read. Notice that I never use the word "referral" when I'm talking with my client and 'suggesting' that they know somebody that 'might want to know me'.

Here's my mindset. Most people hate salespeople because they suck at their job. Most salespeople want more customers, but don't want to do what they need to do to get better results. Plus, nothing works forever! That article is over two years old. I know that it's what I was doing, but the world is changing and we need to change with it. People don't want to be sold. They want help from somebody that understands them and actually knows how to help.

So, here's my process and script for getting more referrals from customers and clients.

• Call your A, B & C customers according to this formula.
• Ask them if the suit fits, if the shirts are comfortable, if the colors and accessories all work together the way we expected. You're looking for total satisfaction here, not another sale (although sometimes they'll ask if they can buy another tie, socks, belt, etc.)
• Ask them if they've gotten any compliments. If anyone has said they look good or it's a nice outfit. (Making conversation - Not asking for a referral. Ask about specific words in the compliment.)
• Ask them if they think that their friend would like a coupon, an invitation to a showing, a copy of your ebook, "How to Dress Like a Champion". If they say yes, ask for their contact info. If they say no, say OK, but if you find out differently, let me know.

That's it. I always had plenty of referrals and new clients.

BTW, if you'd like to hear this or any other scenario live, check out this free coaching session.