Earn more referrals from your primary contact

Kyle Asay shares tips on getting referrals when your main contact blocks you from talking to others in the organization

How to earn more referrals and ask for introductions:

1. Add value: Always provide value in your meetings with them.

2. Be specific: Have a valid and specific reason for wanting to meet new stakeholders.

3. Detail expectations: Clearly outline what will be expected from each attendee.

4. Share your plan: Explain how you’ll ensure a successful meeting.

Example: 

“Tony, it’s been great working with you on how MongoDB can help your dev team improve efficiency.

To ensure we optimize for the long-term, we need a clear picture of the broader engineering impact. Typically, the CTO is the best person to discuss long-term architecture goals.

Can we bring Angela onto the next call to align our goals and planned implementation with her vision? We’ll prepare an executive summary for her review to make the most of the conversation.

The main feedback we need relates to the milestones we’ve discussed. To ensure the call’s success, we’ll also include an executive from our solution architect team to address any questions.”

3 tips for getting referrals

Tara Jackson knows referrals are gold for prospecting. Here are her top three tips:

1. Follow up after deals: Once a deal closes, check in with your customers. If they're happy, ask for referrals right then.

2. Use daily channels: Reach out through everyday tools like Slack. It's easy for clients to refer you when you're on their radar.

3. Stay top of mind: Keep sharing useful tips and articles even after the deal. Be their go-to expert.

And don’t forget - always ask for referrals directly!

Anthony Natoli’s tips for AEs

Anthony points out that many AEs miss out on referrals. Referrals are a top source of new leads, especially if you have good relationships and support from executives.

When you close a deal, don't just hand off the customer to the CX team and disappear. Stay in touch and check in after they've settled in and are seeing results. Then, ask for a referral.

Also, save your customer success stories. Create a folder of your wins. These can be invaluable when you need to prove your results - nothing beats sharing your win emails to back up your numbers!

John Spence’s advice for getting high-quality referrals

Referrals are a game-changer.

Here’s how John Spence suggests you nail them:

1. Crush it

Deliver top-notch service that makes clients rave about you.

2. Just ask

Let clients know you appreciate referrals. Think of it as helping others, not just selling.

3. Be clear

Tell clients exactly what kind of referrals you want.

4. Help out

If a referral isn't a good fit, direct them to someone who can help.

5. Stay professional

Ask for referrals in a relaxed, professional way without pressure.

6. Make it easy

Give clients all the info they need to refer you.

7. Show gratitude

Thank clients for referrals and take great care of their contacts.

8. Stick to basics

Follow these simple rules: be on time, keep promises, finish what you start, say please and thank you, and go the extra mile.