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Not at all. You just need to consider your “consultative sales team” in a different light. Any customer you have served well is a potential member of your team. You simply need to maintain your contact with them and ask for a referral.
Review your contact list and put a star next to those who call you back when you reach out to them. They return your calls because they value your product/service and the consultative sales relationship you have built. These are the customers who can refer you to others you can help. These are the customers who join your “sales team” by providing you with introductions and qualified prospects.
Is a referral too much to ask? Not at all.
You have helped them…they will likely be happy to help you. They trust you, appreciate your work and have benefited from the business results you helped them achieve. Besides, if you can provide a consultative business solution for your new referral customer, your referral source enhances their own worth within their network by introducing you as a valued resource.
