How To Ask For a Recommendation – And What To Do If They Say No?

Lisa Ann Maini on December 1, 2021

“It’s an equal failing to trust everybody and to trust no body.” Thomas Fuller

People do business with people they know and trust.  Trust not only builds relationships,  it drives transactions.  According to McKinsey, over 66% of the economy is influenced by recommendations.  People even trust recommendations from people they do not know!  How many times for example, have you consulted Amazon ratings, Consumer Reports or Morningstar before making a purchase?

If your business is based primarily on recommendations and referrals, than you know how powerful they are for building trust and influencing others to buy from you. Here are some best practices to keep in mind when asking for a recommendation or referral.

1) Ask in a way that does not make your colleague feel awkward, or allow them to decline gracefully.

For example, asking, “Can you please recommend me to the CEO of your company?” is a yes or no question and does not give your colleague an easy way out.  Asking, “Do you think you might be able to provide me with a good recommendation?”  is better.  However, asking, “Do you think you know me well enough to provide me with a good reference?” keeps your colleague focused on your accomplishments or allows them to decline gracefully.

2) Select your referral sources carefully.

This might seem overly simplistic – however, you are asking for a favor so make it as easy as possible (especially if it has been some time since you last spoke).

  • Highlight key projects and your specific contributions relevant to the request at hand.
  • Be cognizant of their schedule (ex. think twice about approaching an accountant during tax season).
  • Explain what you seek to achieve by meeting their colleague and the best way to follow-up after the  recommendation has been made.
  • Thank your colleague after they agree to make the referral, thank them after they make the referral and follow-up with them after your meeting (quickly!).

3) What do you do if you ask for a recommendation or referral and your colleague says no? 

One option is to be grateful for their honesty, thank them for their consideration and walk away gracefully.  A more productive option is to thank them for being honest and forthright but instead of walking away, keep the relationship moving forward. For example, try following up with “My sense is that I have disappointed you in some way.  So let’s put the the issue of referrals aside, and spend a few minutes identifying what the problems are so we can get back on track.  Would that be ok with you?”  This latter approach allows you to start a conversation to rebuild your relationship and hopefully, establish trust.

How To Manage Your Professional Brand Online

Lisa Ann Maini on November 1, 2021

As we move more and more towards social media and social networking, companies – as well as individuals – need to manage their online brand.  If you don’t, Google, ZoomInfo and other public networking domains will manage it for you.  Check out your professional brand (aka profile) online periodically (ex. Google yourself, visit ZoomInfo, etc.).  If it is not impressive or accurate, or does not reflect positively on you – change it.

Airplanes & Ostriches

Lisa Ann Maini on October 1, 2021

“When everything seems to be going against you, remember that the airplane takes off against the wind, not with it.” Henry Ford

No one ever said that growing a business was easy – but someone is making money out there and it might as well be you! Companies that ‘bury their heads in the sand’ by cutting back on prospecting while waiting for the economy to improve are leaving the window wide open for competitors to gobble up sales.

Counter intuitive as it might seem, bad economic times can be great for businesses with disciplined sales and marketing teams and high impact programs to forge a path to success. Implementing these sales and marketing tips will help ensure your company is one of them.

Diversify for Development If your business depends primarily on one industry that is being hit hard, look for other sales avenues within it. Identify new channels, product applications and partnerships that compliment your business. You might have to ‘tweak’ your marketing message and/or service offerings to address new needs. The result? Increased visibility and awareness in the marketplace, prospecting opportunities and broader market appeal.Get Creative with Pricing Pricing and budget cutbacks are often show stoppers in slow times. Avoid losing the sale by offering extended payments, limited time offers, discounts for large purchases and long term engagements or picking up part of the expense to get customers from ‘no’ to ‘go.’ In tough times, a little good will goes a long way.