A short instructional transcript by Adam Bensman (the Roof Strategist) explaining how to ask customers for referrals in roofing sales. He emphasizes preparing to ask every customer, using body language (blading stance, stepping closer), keeping a pen/clipboard visible and clicking it to prompt silence, waiting patiently for responses, and setting the expectation to ask again if no referral is given.
My name is Adam Benjamin, the roof strategist. We're here today to talk about asking for referrals. Now, our number one opportunity for growth in doubling our sales is to get a referral from each customer. Now, sales guys across the country running big sales meetings for companies from Canada, the US coast to coast. I'll ask this question. How many referrals did you ask for this week? Think about it. How many did you ask for, when did you ask for it, and how did you do it? Now, most people do it passively because they feel awkward asking or they simply forget to. So I'm going to give you a simple tip today on some body language and some techniques to help you get more referrals from each customer. So let's say I'm in dialogue with my prospective client named Jan. Hey, Jan. Roof looks great, doesn't it? Yeah. Hey. So the crew did a nice job. Are you happy with everything? Perfect, Jan. It's been an awesome time working together. So who do you know that might be able to benefit from our services? And I let the silence loom. First to speak loses. So you'll notice a couple things here. First of all, I always keep a pen in my shirt. You'll see this constantly. Whenever you watch my videos, I always have my clipboard with me. So as I'm talking with her, this is a confrontational dialogue. But when I blade my stance, I come closer. It's more friendly. I'm letting her see the paper, and I click my pen. And I'm assuming that she's going to give me some information. The longer I wait, the higher the likelihood it is of her actually delivering some information. So, again, just to take a quick demo of that body language. So, Jan, who do you know that might be able to benefit from our services? Right. So we're taking a step closer, making it more friendly. We're blading our stance. We're taking the pen out as we turn and click. And in the event that she says, no, I don't know anyone, I always click my pen and say, jan, not to worry, but I will ask you again next time I see you, and I make a joke of it, because I also want to set that expectation that I'm going to continue to ask for those referrals. So again, next time you're out in the field, remember that trick. Who do you know that might be able to benefit from our services? If you. Bobby, you're Penn. Don't even worry about it. That's all we got for this video. We'll see you guys around.
