5 B2B sales techniques you need to master

2) Referral networking

The world of referrals is a B2B sales team’s secret weapon, yet few people utilize it. It’s a truly untapped resource! Gaining new business opportunities that are high-quality and likely to sell is no easy feat. When 9 out of 10 purchasing decisions are based on peer recommendations, referrals are like gold dust! The problem is, many of us are too scared to ask for them, worried we’ll place our newly found clients in an awkward position, or put them off our brand and damage retention. However, this is not the case. A whopping 91% of B2B buyers said they would be happy to provide referrals for a product they think is good and have gained ROI from.

This is a great sign, yet only 11% of salespeople actively ask for referrals, proving just how untapped this resource is. With so few people asking for referrals, you’d be mad not to get there first. So, pluck up the courage and ask. We don’t just mean pop a P.S. on the end of a catch-up email, we mean give them a call, talk about how they’re enjoying their new solution and ask outright about whether they would refer anyone. The worst they can do is say no, and if you’ve been a great salesperson throughout the process, they won’t think any worse of you. Why not tap into your customer base and discover who has left you 5-star reviews, or who has previously sent communications of praise and thanks. They obviously believe in your product and have no reasons not to share it with others (especially if you offer them an exciting incentive to do so).