What to Do

• It's better to ask for three names, rather than two, and don't press for larger numbers. See the Prospecting Sources and Methods section of this module for suggested approaches to getting referrals in the business and professional markets.
• Once you have three names, ask the referrer, "Who else comes to mind?" Continue to write down names and repeat this question until all leads have been gathered. Then go back and ask the referrer to tell you about these prospects.
• Assume consent to use the referrer's name by asking:

  "Jane, will you see these people in the next week or so?"

  (If the response is yes, say...)

  "Would you mind telling them that I'll be calling soon?"

  If the prospect says, "I'm not sure I know anyone who needs your services," say:

  "Frankly, Jane, a month ago, you didn't know you needed them, either! But once you saw their value, you knew we should do business. With that in mind..."

  (Ask qualifying questions, such as...)

  "Who do you know that owns a business like this one?"
  "Who is your competition?"