158 Wr a p p i n g I t U p !

Asking Customers for Referrals

✆ The “Names of Three” Script

Don’t be shy. Expect a positive response.

You probably know a number of people who could use our [your
product/service]. What I’d appreciate is the names of just three of
your business acquaintances whom I could call and say that you rec-
ommended that I meet with them.

The “Who Would You Call?” Script

Ask the customer to walk in your shoes.

I expect to have the opportunity to visit other people in the area.

Maybe you can help me out. If you were me, who would you call on?

The “More Like You” Script

Compliments work here.

[Mr./Ms. Customer], I’d love to have more clients like you. Are there
any folks you know who you believe would also benefit from using our
[ your product/service]?

The “I’ll Write What You Said” Script

This is a great source of the all-important testimonial letter.

[Mr./Ms. Customer], the reason you like our [ your product/service] is

because it [increases profits/builds morale/reduces costs]. Is that
right? I’d sure like to have more satisfied clients like yourself.

How about this? If it’s okay with you, I’ll jot down what you’ve just
shared with me and send it to you. If what I’ve written meets with
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your approval, please ask your secretary to type it on your com-

pany’s letterhead and then send it back to me. Would you help me
build my client base by letting others know how I’ve helped you to
reach your goals?

The “Need Five” Script

Solicit aid from your customer.

[Mr./Ms. Customer], I have a problem and I’m hoping you can help me
out. I need to find five people who value what you value, who are
open to new opportunities, and who might profit from using my [ your
product/service] as you have. Whom do you suggest I contact?

The “Promise Me” (Self-Referral) Script

Say appealingly:

[Mr./Ms. Customer], when you think of any other way we may help you
or any other service we can provide, promise you’ll call me right away.

The “Any Associates” Script

[Mr./Ms. Customer], are there any of your associates who would ap-
preciate receiving the same benefits you do from [ your product/
service]?