Referral Script: How to Get 3 Referrals Before Your Customer Leaves the Dealership
5 minutes to read
Updated July 16, 2026
When asking for referrals, don’t say, “Download this app later.” Help the customer download the app, sync phone contacts, and send at least 1 warm introduction during the conversation.
North star: Target is 2-3 warm introductions per person during the same conversation whenever possible. This is critical. The first introduction removes fear. The second and third build momentum. Momentum creates habit.
Tone guidelines:
- Confident
- Casual.
- Fast.
- Never apologetic.
- Never optional.
- Never a long explanation
This should feel like: “Let’s do this real quick.”
Step 1: Ask for a referral
| YOU | “Hey [CustomerName], real quick before you head out, do you have 5 more minutes? I want to show you something.” |
| CUSTOMER | “Yeah, sure. What’s up?” |
| YOU | "[CustomerName], most of my business comes from introductions from customers I’ve taken good care of. If I made it really easy, would you feel comfortable introducing me to 3 people in your circle so they know who to call if they ever need help with a car? I’ll take care of your friends like they’re family, and I’ll look out for them.” |
| CUSTOMER | “Sure. No problem.” |
Step 2: Help them download your referral app
| YOU | Position it as standard and fast “Great. A lot of my customers use this app. Let me show you real quick. It makes introductions really easy. Do me a favor, scan this QR code. Let’s download it real quick. Oh, and if someone you introduce me to buys a car from me down the road, you'll get [$Amount] as a thank-you. We will add the money to your Venmo or PayPal account that you connect to this app.” |
| CUSTOMER | Wait for the customer to download the app. |
Step 3: Get them set up to get paid
| IMPORTANT If a customer already spent 2 hours at the store buying a car, they're eager to leave. Getting them to connect their Venmo/PayPal buys you 5 more minutes. The moment they picture money landing in that account, it's worth their time to stick around and learn more about the app. Avoid words like "earn," which imply work/effort. Use words like "get paid" instead. It sounds effortless, and effortless is what gets them excited to start referring. | |
| YOU | "First, let's make sure you're set up to get paid. Click on the Wallet tab." |
| CUSTOMER | Taps the Wallet tab. |
| YOU | "Do you see Venmo or PayPal? How would you like to get paid?" |
| CUSTOMER | "Venmo" |
| YOU | "Great, click that button and connect your Venmo account. Once your referrals qualify for the reward, the money gets deposited straight into this account." |
| CUSTOMER | Connects their account. |
Step 4: Help them send their first introduction
| YOU | "Now let me show you how to get paid. Click on the plus sign at the bottom middle of your screen. What do you see now?" |
| CUSTOMER | "It says sync your phone contacts." |
| YOU | “Great, go ahead and do that.” |
| CUSTOMER | Wait for the customer to sync phone contacts. |
| YOU | “Think of someone you’d text today.” Alternatives: “Think of someone you talked to last week.” “Think of someone you talked to this month.” “Think of people who ask you for advice.” DO NOT SAY: “Who do you know shopping for a car? Most people will say, “I can't think of anyone.” The goal is not to find someone buying a car today. The goal is to get your name and contact information in front of more people so they know who you are and call you when they need a car. |
| CUSTOMER | Wait for the customer as they are scrolling through |
| YOU | “Tap them. The message is already written. Hit send. That’s it. ” |
| CUSTOMER | Wait for the customer to send. Stay silent. Smile. |
| YOU | “That's it. That's how easy it is. That's how you get paid. Anytime you hear someone say, 'I need a car,' just use this app to introduce them to me. Click on the 'Referrals' tab. Every referral you send shows up here, along with its status and how much you earned for it.” |
Step 5: Help them send 2 more introductions
| YOU | North star - Immediately say: “Want to send 1 more while we’re here? It takes like 5 seconds.” OR “Let’s send 2 more while we’re here. Takes 5 seconds.” |
The real leverage
The difference between 0-1 referrals per person and 3 referrals per person is whether you stand there for 60 seconds longer. That’s it.
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