1. Once you have scheduled your meeting, if you think that there may be others in the company who could also use your product or service and if you have had a good conversation with your prospect, it is appropriate to ask for a referral. “Who else should I speak with?” Ask if they can join in to the meeting you’ve already scheduled with your prospect.
2. Another option is to arrange things for yourself. If there are other prospects within a company, take charge and call those other prospects directly. “Hi, New Prospect. I was just speaking with (prospect’s name), and we scheduled a brief introductory meeting on (day) at (time).” Tell your new prospect a little about what you do and then say, “Is (day) good for you? I could drop by before or after I meet with (prospect’s name). What would work for you?”
3. At the end of a good meeting, if you have not already asked, it is appropriate to ask for a referral: “Who else do you know…”
4. One opportunity that callers frequently miss is to ask for referrals from those who have turned you down. If you have not been able to schedule a meeting with a particular prospect, you can always ask: “Who do you know who may be more in need of our product/service?” It doesn’t hurt to ask, and you may very well get a referral. The important part is to ask.