Feedback Form
Home Features Mastermind Videos About Advertise Blog Network Contact
   

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

Featured Ebook


ebook Famous Entrepreneurs - Modern Empire Builders


Featured Ebook

More Evan Carmichael
Have A Suggestion?

Sales Lessons From Starbucks And Dell

Getting Recommended By Others Will Increase Your Profits



Getting Recommended By Others Will Increase Your Profits
   

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.

Like this article? Share it with your friends
[Get Copyright Permissions] E-Mail | Print | More  


Related Articles Related Articles
How Greed Can Cost You The Sale
  I can't tell you how many times the "Buyer" has set the ultimate test in motion just to see if the salesperson is greedy or really sincere.
Build Your P&L to Increase Sales
  Are you a small business owner to a Level C executive who looks to your P&L (Profit and Loss) statement each month? Are you happy with your business results? Then maybe it is time to think of your P&L a little diffe...
12.0 Business premises: Support for Growth-oriented Women Entrepreneurs in Tanzania, 2005
  Tanzanian MSMEs face serious problems being able to access proper business premises. A large proportion of informal economy enterprises operate along the roadside.
Do-it-Yourself Patents
  As an entrepreneur, you're always looking to save time and money. This article discusses some of the pros and cons of applying for a patent yourself using the latest books and software out there.
Do a better job, and you will get paid more
  Do a better job selling BENEFITS and your sales and profits will increase.. Guaranteed!

Related Forum Posts Related Forum Posts
Increase Productivity and Profits on the Web Increase Productivity and Profits on the Web
Re: Can you outsource your product launch? Re: Can you outsource your product launch?
11 Ways to Use LinkedIn 11 Ways to Use LinkedIn
Re: Can you outsource your product launch? Re: Can you outsource your product launch?
2007 Goals 2007 Goals
Recommended Books? Recommended Books?
Re: Women's buying patterns Re: Women's buying patterns
Re: Women's buying patterns Re: Women's buying patterns

Related Forum Posts Related Businesses - Evan Elite Authors

The Evan Elite Authors program is currently in beta phase. For details please contact us.


 
About the Author


Bob Janet
(Visit Bob's Website)
ooks and CD’s at www.Bob Janet.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< /a> Bob Janet Bob@BobJane t.com 800-286-1203 www.BobJanet.com< /a>
Have A Suggestion?

View Author's Blog
Become An Author

View Author's Video
Become An Author

Free Downloads


Bob Janet's

Complete
List Of
Sales
Articles

First Name
Last Name
Email
 
If you enjoyed this article, get Bob Janet's Complete List of Sales Articles For FREE!

More Bob Janet
Bad Business AssumptionAssuming You know The Perrception The Customer Has Of You
Advertising Referrals The Two Big Punches of Marketing
Do you need a 99 Chicken Sandwich
10 Items or Less
Turn incoming calls into sales profits
They dont put as much in the sandwich But I keep going back
Opportunity Does Fall Into Your Lap
An open letter to my competition
How to be around to celebrate anniversaries and make a profit every year
Aggressive is not a 4 letter word
Become An Author