Referral as Active Lead Generation Tool
Expand your sales team by activating your clients, suppliers and employees. Explain to your audience who your Ideal Industrial Client is. The person on the other side of the table will start thinking of people fitting the profile. You might not need to ask for the lead, your conversation partner will share them with you without further commitment.
Do not hesitate to ask for referral
Everyone needs to make a living. Your client probably squeezed you on price, but he still understands your need for business. Besides that humans have the natural desire to want to be liked. They will not refuse your request for a referral. For using referrals as an active lead generation tool you will need the name and some details of the new lead.
Help your contact person with the referral
Your counterpart should not feel he is giving away the privacy of your counterpart. Explain the reason why you ask him for the referral and what you see as the next step in getting in contact with the new lead. If the contact person still not wants to share the lead, but you feel he has one in mind, offer them to call the lead together.
Thank your contact for a good referral
After you have contacted the new lead, let your contact person know. He will feel understood and his doubt of doing the right thing will be gone. The contact person and the lead might take your effort as an opportunity to give each other a call again. In that way your company will slip the tongs again.
Besides using the referral as a great tool for marketing purposes you will find it to be helpful in getting a good relationship with your client. Your client will feel appreciated. You will be able to change the business transaction as a one way transaction (money for your goods and service) to a mutual beneficial relationship (money and referrals for your excellent service).