Referrals are best won when you ask politely and it follows an initial note ensuring the satisfaction of your customers.
Here’s an example from a small Minnesota auto dealer, a letter sent about six months after the sale:
I thought I would write to say thank you again. I try to keep in contact with my customers for two very important reasons. First and foremost, I want to be sure you are satisfied with my performance as a Sales Representative. My job is not just to sell you a vehicle, but to make sure you are completely satisfied long after the sale. The second reason I attempt to stay in touch is to generate more sales.
As it is for most salespeople, a majority of my business comes from referrals. I would certainly appreciate the opportunity to help any of your family or friends with the purchase of their next new or used automobile.
Thank you for the opportunity to serve you. Please call me if there are any questions you might have.
The Lesson: When seeking a referral, start by making sure your customers are happy, then follow it with a polite request.
