Small Business Marketing Tip: How NOT to Ask for Referrals

Too many small business marketing people ask for referrals the wrong way. Here are two ways a small business marketing person will incorrectly ask for referrals, and then the better way for the referral to be requested:

1) Wrong: Asking " Is there anyone else you know who could use this product or service?" - Not only is this a closed ended question, with "no" being too easy an answer, but it also doesn't help the recipient narrow down their network to come up with a name.

Right: Instead, the small business marketing person should ask "WHO in your network is looking for ......?"

2) Wrong: Asking "Who do you know who may want a ........ (your product/service)" - The problem with this approach is many people in your recipient's network may not know what product or service their looking for. In addition, if they've talked with your recipient about their needs, they've probably expreessed that need in terms of a current problem they're facing.

Right: Instead, you should ask for a referral based upon a common problem your buyers face, for which your product or service is the solution. For example, you could ask "Which small business owners do you know who have a mental block about doing their own marketing?"

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