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The Referral Habit - Sales and Marketing Training

Guest post by: Brian Sullivan

Article Overview: ...they won’t be chasing you down the hall begging you to take the names of their associates who can use your help. This article provides some referral tips that will increase your sales funnel and lead to more and easier sales.

The Referral Habit - Sales and Marketing Training

One of the easiest ways to increase your business is to increase your number of referrals. Studies show that your close ratio increases from 10% to 60% when you are referred to a prospect. So when should you ask for referrals? The short answer is…more than you do now! And doing so should become a habit. If you are doing a great job for existing clients (and I know you are), they will have no problem helping you grow your business. But they won’t be chasing you down the hall begging you to take the names of their associates who can use your help. Below are some referral tips that will increase your sales funnel and lead to more and easier sales.

• Ask your top 20% of clients if they are happy with your service. Then ask them if they know of anybody else in their company or industry who they think can use your service. (too easy)
• Give to receive. To create enthusiastic referrers, give enthusiastic service and value. They will only refer you if it will make them look good to the referred.
• Use LinkedIn- If you haven’t gotten on board yet, it’s time. Once you link up with a good chunk of your happy customer base, you will be able to use LinkedIn to see who they know. This will help you target referrals through the system. Dedicate 10 minutes each day building your network of referrals on LinkedIn.

So this week, make it a habit to seek out referrals. And watch as those relationships you worked so hard to build, help you take your business to the top.

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Article Tags: insurance sales training, medical sales training



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