By Larry Prevost

Just recently I audited a communication class taught by one of my fellow instructors.

She had helped facilitate a group of individuals through an amazing journey of self-discovery and awareness. That is, every participant discovered and enhanced a set of skills that they were previously ignoring and, as a result, were allowed to languish into obsolescence.

Near the end of the 12-week program, the instructor asked: "Did all of you find value in this program?"

Everyone answered yes. After all, this was the 11th week out of a 12-week program and they were all still in attendance. Typically, people stick with something that provides value.

She then asked, "Did you find this to be a worthwhile investment of your time?"

Again, the answer that everyone provided was yes. They had spent 11 weeks in the program. You don't spend time on something that is not worthwhile.

She then went on to say:"We have been conducting these programs for almost 100 years, helping professionals, like you, develop their skills and abilities. We've been helping professionals, like you, improve their effectiveness in working with people and getting more done. "

"However, most of what we do would not be possible without the help of professionals like you. The majority of people in our programs are referred to us by our past participants. Participants who felt that what they learned could be beneficial to people that they know. "

"So as you think about the benefits that you have gained and you feel that these benefits could help other business contacts that you know, write those names down on the cards that are being distributed. We will connect with you first to discover some background about the contacts that you have named and make sure that we have a green light before we contact them. "

"And then we will work just as hard to insure that they have the same kind of successful experience that we have provided you in this program."

Asking for referrals is a natural part of the sales process and it doesn't have to be limited to sales people.

But, as with all other activities in the sales process, sales person need to establish rapport, meet their clients and prospects at their level, and then lead them on a guided tour to a place that is mutually beneficial.

Next Page: 3 Proven Steps to Get Referrals

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