Getting Recommended By Others Will Increase Your Profits
Getting Recommended By Others Will Increase Your Profits
USA TODAY Snapshot (top of page) shows us that what influences people the most when they make a buying decision is word of mouth from others.
How to gain a referral from a satisfied customer:
After you have made a sale to a satisfied customer all you have to do is ask 3 questions.
Have the 3 questions typed and the paper in front of the satisfied customers when you ask the questions.
1.Have I provided you with the product / service that will solve your sales problem?
When they reply YES, write YES at the end of the question.
“Have I provided the sales training you need to increase your sales?” YES
2. Are you totally satisfied with the service I have given you? YES
3. Will you recommend me to your friends, family and colleagues? YES
Now, all you have to do is ASK for some names. Yes, it is that simple. Satisfied customers will help you grow your business if you are aggressive enough to simply ASK them to help you.
Not all of your satisfied customers will give you referrals, but enough will to make a major difference in your bottom line if you ask, ask, ask and ask for referrals. You may have to ask more than once. They are busy people, and, like you, giving referrals is not their top priority.
Here are some easy ways to ask for referrals after you have asked the 3 questions.
1.Would it be more convenient for you to give me three or four names of your colleagues that I can also help increase sales for, now, or shall I telephone you tomorrow?
2.Which would you prefer, I telephone you tomorrow or stop by for a list of your business colleagues I can also help increase sales?
3.Shall I contact you later this week or Mary (office manager) for three or four people you feel I can help like I have helped you?
You get the idea. Giving them a choice gives them the feeling of control, and people will more readily do what you want them to do when they feel they are in control.
The top sales producers go one step further.
The top sales producers are more aggressive and ask the satisfied client to telephone or write a letter to the referral. As before, if you have provided the customer with a product / service that has solved their problem all you have to do is ASK them to make the call or write the letter. You may have to ask them more than once, but you have the right to ask them if you have delivered what you promised and they (using the 3 questions) told you they would refer you to their friends, family and colleagues.
Again, all you have to do is give them a choice:
“Bill, which would you prefer, to recommend me to 3 or 4 of your colleagues this week by telephoning them or by writing them a short note that I will mail for you to save you time?”
Increase your sales and profits by simply asking for referrals. After all, referrals influence what people buy more than anything else.
Getting Recommended By Others Will Increase Your Profits - To learn more about this author, visit Bob Janet's Website.
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Well, the same thing is happening to you. You are losing many, many profitable customers every day, because your satisfied buyers are not recommending you to their friends, family and colleagues. Plus, you are spending far more money advertising and promoting than you need to, thus robbing your bottom line. And it is your entire fault! You can do something about it NOW!!
USA TODAY Snapshot (top of page) shows us that what influences people the most when they make a buying decision is word of mouth from others.
How to gain a referral from a satisfied customer:
After you have made a sale to a satisfied customer all you have to do is ask 3 questions.
Have the 3 questions typed and the paper in front of the satisfied customers when you ask the questions.
1.Have I provided you with the product / service that will solve your sales problem?
When they reply YES, write YES at the end of the question.
“Have I provided the sales training you need to increase your sales?” YES
2. Are you totally satisfied with the service I have given you? YES
3. Will you recommend me to your friends, family and colleagues? YES
Now, all you have to do is ASK for some names. Yes, it is that simple. Satisfied customers will help you grow your business if you are aggressive enough to simply ASK them to help you.
Not all of your satisfied customers will give you referrals, but enough will to make a major difference in your bottom line if you ask, ask, ask and ask for referrals. You may have to ask more than once. They are busy people, and, like you, giving referrals is not their top priority.
Here are some easy ways to ask for referrals after you have asked the 3 questions.
1.Would it be more convenient for you to give me three or four names of your colleagues that I can also help increase sales for, now, or shall I telephone you tomorrow?
2.Which would you prefer, I telephone you tomorrow or stop by for a list of your business colleagues I can also help increase sales?
3.Shall I contact you later this week or Mary (office manager) for three or four people you feel I can help like I have helped you?
You get the idea. Giving them a choice gives them the feeling of control, and people will more readily do what you want them to do when they feel they are in control.
The top sales producers go one step further.
The top sales producers are more aggressive and ask the satisfied client to telephone or write a letter to the referral. As before, if you have provided the customer with a product / service that has solved their problem all you have to do is ASK them to make the call or write the letter. You may have to ask them more than once, but you have the right to ask them if you have delivered what you promised and they (using the 3 questions) told you they would refer you to their friends, family and colleagues.
Again, all you have to do is give them a choice:
“Bill, which would you prefer, to recommend me to 3 or 4 of your colleagues this week by telephoning them or by writing them a short note that I will mail for you to save you time?”
Increase your sales and profits by simply asking for referrals. After all, referrals influence what people buy more than anything else.
Getting Recommended By Others Will Increase Your Profits - To learn more about this author, visit Bob Janet's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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