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Your Gift for Being Good

Guest post by: Brian Sullivan

Article Overview: Referrals are better than cold calls. Try these tips.

Your Gift for Being Good

Think of a customer who really likes you and your company. This is a customer who loves you because you have always done more than what was expected. Quick question: When was the last time you asked this customer to help you grow your business by asking them to refer your services to people they know and like? Truth is most salespeople and business owners are reluctant to use the power of a referral or introduction. But it is one of the easiest ways to increase your sales activity. Remember these tips: Understand that if you are good at what you do, people WANT to help you. But chances are they won’t pick up the phone out of the blue and give you the names of three prospects that you need to call on. You need to ASK! Try something like, “I’m glad you are happy with my company’s service and I was wondering if you would be willing to help me grow my business? Do you know of any one else who would find value in our product?” Make it a HABIT. Which means it should be part of your sales process. Ask immediately after somebody bought from you. Ask current customers whom you NEVER asked. You can even ask prospects where your product or service wasn’t a perfect fit. But what if they say NO! So what! You’re in sales. You’re used to it! Understand the numbers. Ask for zero referrals; guess how many you’ll get? So this week put these tips into action. And realize the reward for your great service will be introductions to WARM prospects who will help make 2011 your most famous year. (By the way, if these tips work, would you be willing to help me by passing this article on to your salespeople friends so they too can become famous? Thanks for the referral!) Listen to Brian interview Joanne Black, author of the book No More Cold Calling. It will help you fill your sales funnel!

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Article Tags: insurance sales training, medical sales training



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