Stress-Free Selling® - Close Three Times Faster
Who are the absolute, positive easiest prospects to close? The ones that take the least time, offer the least resistance, and are the easiest to get a hold of? Referrals!
Ironically, despite the fact that everyone knows how easy referrals are to get, salespeople rarely ask for them and even fewer make it a habit of asking at every reasonable opportunity.
Here's the simple solution to triple your closing ratio. If every week, you get just one good referral, and you close half of them, every month you will add two brand new customers. That's 100 new customers a year!
I'm used to salespeople saying, "I'm going to get one new referral a DAY!" Make it easy on yourself. Just one a week will turn you into a superstar.
If you manage salespeople, make this your priority, and watch sales soar. Follow up once a week. Ask your salespeople how many referrals they got this week, if they contacted the person, and what the results are. If you make it an obvious priority, you will be a hero. . . and so will your salespeople.