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Sales Skills / Keep Customers and Win Referrals / Lesson 26
LESSON 26 · KEEP CUSTOMERS AND WIN REFERRALS

Find the Next Department or Branch

Practical ways to find the next department or branch, growing within a company you already serve.

Happy customers know their colleagues. Grow inside the account.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from The Little Red Book of Selling (Jeffrey Gitomer), Never Eat Alone (Keith Ferrazzi), Raving Fans (Ken Blanchard and Sheldon Bowles), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Happy customers know their colleagues
TIP 1

Happy customers know their colleagues

One good account can lead to other teams and branches inside the same company.

TRY THIS
Map it.
Photo for the tip: Ask who else might benefit
TIP 2

Ask who else might benefit

A simple question opens new doors with little effort.

TRY THIS
Use it in reviews.
Photo for the tip: Request a warm introduction
TIP 3

Request a warm introduction

An introduction from your contact carries trust that cold outreach cannot.

TRY THIS
Offer to draft the note.
Photo for the tip: Prepare a summary they can forward
TIP 4

Prepare a summary they can forward

Make it effortless for them to share.

TRY THIS
Write one page.
Photo for the tip: Respect the company structure
TIP 5

Respect the company structure

Never go around your contact, and be open about who you approach.

TRY THIS
Ask permission.
Photo for the tip: Follow up promptly
TIP 6

Follow up promptly

If they agree, act within a day.

TRY THIS
Calendar it.
Photo for the tip: Learn the new team's needs
TIP 7

Learn the new team's needs

Do not copy and paste your first pitch.

TRY THIS
Ask fresh questions.
Photo for the tip: Keep your first contact informed
TIP 8

Keep your first contact informed

Tell them how the new relationship goes.

TRY THIS
Update them.
Photo for the tip: Accounts have many doors
TIP 9

Accounts have many doors

Each team has needs.

TRY THIS
Map them.
Photo for the tip: Respect the structure
TIP 10

Respect the structure

Do not go around.

TRY THIS
Be open.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

ASK

“Who else might benefit from this?”

INTRO

“Could you introduce me to that team?”

SHARE

“I can prepare a short summary for them.”

CHECK

“Is that okay with you?”

THANKS

“I truly appreciate it.”

CLOSE

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Map the company
DAY 2
List other teams
DAY 3
Ask your contact
DAY 4
Request an introduction
DAY 5
Prepare a summary
DAY 6
Follow up
DAY 7
Review

Further reading

  • The Little Red Book of Selling (Jeffrey Gitomer)
  • Never Eat Alone (Keith Ferrazzi)
  • Raving Fans (Ken Blanchard and Sheldon Bowles)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

← All Keep Customers and Win Referrals lessons
Next lesson: Renewals Without Panic →

More lessons in “Keep Customers and Win Referrals”

Keep going. Small steps every day make a big change.

← Previous: Cross-Sell With CareNext: Renewals Without Panic →

  1. Why Most Sales Are Lost in the Follow-Up
  2. Follow Up Within 24 Hours
  3. The Five-Touch Follow-Up Plan
  4. Give Value in Every Message
  5. Use Phone, Email and Messages Together
  6. Say "I Am Checking In" Better
  7. Follow Up With a Helpful Link or Idea
  8. Under-Promise, Over-Deliver
  9. Respond Faster Than Expected
  10. Surprise Them With a Small Gift
  11. Remember Birthdays and Milestones
  12. Handwritten Notes Still Win
  13. Make Onboarding Easy
  14. Fix Problems Before They Notice
  15. Listen First, Fix Second
  16. Say Sorry Without Excuses
  17. Offer a Solution, Not a Speech
  18. Follow Up After the Fix
  19. Learn From Every Complaint
  20. Turn a Bad Review Into a Good Story
  21. Know When to Escalate
  22. Review Accounts Every Quarter
  23. Ask "What Else Could Help?"
  24. The Gentle Upsell
  25. Cross-Sell With Care
  26. Find the Next Department or Branch
  27. Renewals Without Panic
  28. Celebrate Customer Anniversaries
  29. Ask at the Moment of Joy
  30. A Simple Referral Script
  31. Give Customers an Easy Way to Share
  32. Thank Referrers Beautifully
  33. Referral Partnerships
  34. Collect Reviews the Right Way
  35. Build a Personal Brand
  36. Keep Learning Every Year
  37. Protect Your Reputation
  38. Balance Work and Life
  39. Teach Others What You Know
  40. Your Ten-Year Selling Plan
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