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Sales Skills / Keep Customers and Win Referrals / Lesson 30
LESSON 30 · KEEP CUSTOMERS AND WIN REFERRALS

A Simple Referral Script

Practical ways to use a simple referral script, so asking feels natural and confident.

A script removes awkwardness. Practise until it feels like you.

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: A script removes awkwardness
TIP 1

A script removes awkwardness

Having the words ready helps you ask calmly and clearly instead of fumbling.

TRY THIS
Write one.
Photo for the tip: Open with gratitude
TIP 2

Open with gratitude

Begin by appreciating that they are happy with the result.

TRY THIS
Draft the first line.
Photo for the tip: Ask one clear question
TIP 3

Ask one clear question

Who do you know who might enjoy the same result? is simple and effective.

TRY THIS
Phrase it your way.
Photo for the tip: Offer a forwardable note
TIP 4

Offer a forwardable note

Make sharing effortless with a short message ready to send.

TRY THIS
Write it.
Photo for the tip: Practise aloud
TIP 5

Practise aloud

Rehearsing makes the words sound natural.

TRY THIS
Say it ten times.
Photo for the tip: Use it weekly
TIP 6

Use it weekly

A regular habit makes asking easy.

TRY THIS
Calendar it.
Photo for the tip: Track the results
TIP 7

Track the results

Learn which wording gets introductions.

TRY THIS
Log it.
Photo for the tip: Thank them whatever the answer
TIP 8

Thank them whatever the answer

Appreciation keeps the door open.

TRY THIS
Say it.
Photo for the tip: A script helps
TIP 9

A script helps

It calms nerves.

TRY THIS
Write one.
Photo for the tip: Ask clearly
TIP 10

Ask clearly

One question.

TRY THIS
Phrase.

Easy things to say

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

OPEN

“I am glad you are happy with this.”

ASK

“Who do you know who might enjoy the same?”

EASY

“I can send you a short note to forward.”

RESPECT

“No pressure at all.”

THANKS

“Thank you for thinking about it.”

CLOSE

“It means a lot.”

Your first week

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

DAY 1
Write your script
DAY 2
Make it short
DAY 3
Practise aloud
DAY 4
Test it
DAY 5
Adjust the wording
DAY 6
Use it weekly
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: Give Customers an Easy Way to Share →

More lessons in “Keep Customers and Win Referrals”

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

← Previous: Ask at the Moment of JoyNext: Give Customers an Easy Way to Share →

  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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