As a sales manager, blogger, and podcaster I talk to a lot of sales people, and one question that comes up over and over again is: “How do I generate more referrals?” My simple response is ask more often. Sales people in general are looking for a silver bullet. What I believe most of them are looking for is a way to GET referrals without having to ASK for them. Are there ways to do it? Yes. Are most of them very effective? No!

The silver bullet in referral generation is simply to ask more often. That still leaves us wondering why don’t we as a group just ask? I think it boils down to two reasons: guilt and fear. For some, it is a feeling of guilt because they feel like they are inconveniencing the client, or some how doing something to the client. For others it it just a simple fear of rejection.

I think it is important to think about what you do for a living if you want to overcome this fear. Good sales people help people overcome problems in their life or business by providing creative and innovative solutions. Our job is to HELP people. So why would we be afraid to ask one person whom we have just helped solve a problem if they know anyone else with a similar problem? The truth is they most likely do, and if you have done a good job of being honest, helpful, and respectful they have no reason not to help you and a friend out in return. People like to help people, and in most industries it is no secret that we get paid on commission. If you have good rapport, and have done a good service, many of your clients will actually want to help you out by referring clients to you because they want to see you successful too.

Here are a few questions you should ask yourself:

• How do I help people in my job?
• What problems does my product or service solve?
• Are there markets that are difficult to work in that others are ignoring, that I could enter to help more people?
• What can I do to provide legendary customer service that I am not doing now?
• Are there ways I can better connect with my clients in a way that is honest, and genuine?
• Am I honestly concerned about the long term success of my clients? What Can I do to help them that I am not doing now?

There are probably more questions we could and should look at, but I think this is enough to get the wheels turning.

The real trick to generating referrals is to simply ASK. The trick is to do it in a way that is honest, and not gimmicky. Respct your customers and they will respect you. Help them and they will help you. All you have to do is ask, regularly and often.

PS: I just released a new sales podcast with episodes released weekly. Our goal is to interview some of the best and brightest in the world of sales management and leadership.