- The Best Sales Newsletter
- Posts
- Building Pipeline Through Referrals
Building Pipeline Through Referrals
Mike Gallardo
September 08, 2024 • Estimated Reading Time: 3 minutes
How to build pipeline by staying involved in deals and getting referrals.
Song of the week: Rhyme Dust by Dom Dolla
Definitely the song I’ve been playing while driving to get coffee.
Click the image to play it!
Hey sales friends,
What do you do after you close a deal?
Hand it off to onboarding and call it a day?
If that’s what you’re doing you’re missing out on one of the best ways to generate pipeline.
Here’s what I mean…
The Strategy
3 easy steps you can follow:
Stay involved during implementation: Don’t bounce as soon as the contract is signed. Stay involved and make sure the customer has a great experience.
Assess how everything’s going: Oftentimes there will be some sort of challenge along the way. Get involved. Help out. And provide a great customer experience.
Ask for a referral once things are going well: Once your read is that everything is going well. Be direct and ask your customer for a referral. You’ve earned it at this point.
In case your curious, this is 10x better than handing everything off to onboarding and then circling back later with the ask.
Because when you stay involved you’ll have a much better read on the situation and since you’ve provided such a great experience you’re way more likely to get the introduction when you go for it.
The Scripts
Hey Jill,
It’s been great working together and helping Acme [result they have achieved with your solution].
Curious, can you think of anyone in your network who would benefit like you have using [your company]?
Hey Jill,
It’s been great working together and helping Acme [result they have achieved with your solution].
Curious, I noticed you were connected with Jack over at [company name].
Would you be open to making an introduction to him so I could see if he’d benefit from our platform as well?
Next Steps
Stay involved through implementation during one of your deals and then ask for a referral when things are going well — And then let me know how it goes!
That’s it!
Sometimes the most effective strategies are the simple ones that just require some hard work.
Since most people are not willing to do stuff like this, it’s such a great way to stand out and get better results.
- Mike G
When you’re ready…
Over 250 pages of frameworks, tactics, strategy and tips to help you source more pipeline, close more deals and earn the income you deserve.
These are the exact sales systems I’ve used at three of the fastest growing startups of all time: Zenefits, Flexport and Deel.