Getting Recommended By Others Will Increase Your Profits
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Free PDF Download Don't operate like a Cave Man.... - By Bob Janet |
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.
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Free PDF Download Don't operate like a Cave Man.... - By Bob Janet |
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About the Author: Bob Janet RSS for Bob's articles - Visit Bob's website ooks and CD’s at http://www.BobJanet.comBob Janet uses 40 plus years of face-to-face selling and marketing experiences as owner / operator of wholesale, retail, manufacturing and service businesses, combined with his unique content loaded, fun-entertaining audience involved keynotes and seminars to help owners, sales professionals and sales support staff increase sales and profits by gaining and retaining their most profitable customers. When everyone else tells you what to do to increase your sales and profits...Bob Janet shows you how!! See all Bob's sales growth programs and top selling sales / marketing books and CD's www.BobJanet.com Bob Janet Bob@BobJanet.com 800-286-1203 www.BobJanet.com Click here to visit Bob's website. How to bring the telephone price shopper to your business Employees are your life blood Dont spring a leak Double Your Sales What Aggressive Sweat and Benefits have in common Ask Questions and Get Rich |
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