SALES TRAINING LONDON Word of Mouth Selling Cheap Effective
SALES TRAINING LONDON Word of Mouth Selling Cheap Effective
OK, let's face it few of us love cold calling and there's never a queue. So what can you do to ease the pressure?
Well, you've probably heard it a thousand times, referred business is the best type of business. It's between 5 to 9 times cheaper to win. You start without having to justify your existence, battling through gatekeepers, justifying why you're calling. It's much easier to say "Bob Jones asked me to call Richard. He's expecting my call" and then get shoehorned in to speak to the boss.
But there is an art to developing referrals. In the next article I'll cover leveraging your customer relationships in the form of testimonials.
REFERRALS
1. Ask for them all the time. On cold calls, on meetings, when you sign a contract, when you deliver phase 1 of a project, when you complete a project, every quarter until the customer leaves you ...... you get the picture I'm sure.
2. Be direct, ask for them.
You: "John, I need your help but I don't know if you'd be willing to give it?"
John: "Ah go on. Ask away!"
You: "It's my fault because I've been afraid to ask before now. I'm growing my business and I want to grow it by recommendation and referral. I don't suppose you know one or two (JOB TITLE)s in (INDUSTRY) who might be struggling with (PAIN1, PAIN2, PAIN3)?"
And then wait.
They may say "no". If they do are you any worse off? But if they say "yes", may I suggest you ask him to prioritise them.
YOU: "Why did you pick Andrew?"
JOHN: "He mentioned he was frustrated with (PAIN2) when I was talking to him last week."
YOU: "And you'd pick him above Jane? Why's that?"
JOHN: "Because he's having more trouble with his people in that area than the others. I think you can help him"
YOU: "Thanks John. I don't suppose I can be very cheeky and ask you for his number could I?"
JOHN: "Happy to. Here it is"
YOU: Smiling "You couldn't call him yourself and introduce me to him could you?"
JOHN: "OK"
YOU: "You couldn't do that now could you?"
JOHN: "OK, let's give him a try"
If you know John especially well or you've done a great bit of work why not knock it up a notch!
YOU: "Before you call him, can I ask; it wouldn't make sense for you to invite him out to lunch/dinner on me, and you two can catch up for a few minutes, then you can introduce me and we can see whether there's a fit between what he needs and what I do?"
Why would you do this?
A lead on average converts approximately 10% of the time.
A warm lead "Bob, expect a call from Marcus Cauchi. I think he can help you beat the sales target issues you mentioned when we last spoke. It should be worth your while" converts approximately 30% of the time
An introduction which looks like this, "Bob, I've been working with Marcus for the last 3 months. He's helped us increase our sales by 37% at the same time as helping me to drive up gross profit by nearly 86%. I think the two of you should meet because he can help you address those concerns in your business."
A warm introduction "Bob, it's been a while. I want to invite you out to dinner to catch up and to bring along someone I think you should meet. He's been working with my team for the last 3 months. He's helped us increase our sales by 37% at the same time as helping me to drive up gross profit by nearly 86%. I think the two of you should meet because you'll get on and I'm pretty sure he can help you make similar improvements in your business. What date works for you next week?". These have between a 70-90% conversion rate in my experience.
Which type of referral do you prefer?
Remember, if you don't ask you probably won't get .....
(C) Marcus Cauchi & Sandler Systems Inc 2007
SALES TRAINING LONDON Word of Mouth Selling Cheap Effective - To learn more about this author, visit Marcus Cauchi's Website.
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I know you probably had to queue to make your last cold call because of all the eager beavers in your company or business fighting to use the phone. No?
OK, let's face it few of us love cold calling and there's never a queue. So what can you do to ease the pressure?
Well, you've probably heard it a thousand times, referred business is the best type of business. It's between 5 to 9 times cheaper to win. You start without having to justify your existence, battling through gatekeepers, justifying why you're calling. It's much easier to say "Bob Jones asked me to call Richard. He's expecting my call" and then get shoehorned in to speak to the boss.
But there is an art to developing referrals. In the next article I'll cover leveraging your customer relationships in the form of testimonials.
REFERRALS
1. Ask for them all the time. On cold calls, on meetings, when you sign a contract, when you deliver phase 1 of a project, when you complete a project, every quarter until the customer leaves you ...... you get the picture I'm sure.
2. Be direct, ask for them.
You: "John, I need your help but I don't know if you'd be willing to give it?"
John: "Ah go on. Ask away!"
You: "It's my fault because I've been afraid to ask before now. I'm growing my business and I want to grow it by recommendation and referral. I don't suppose you know one or two (JOB TITLE)s in (INDUSTRY) who might be struggling with (PAIN1, PAIN2, PAIN3)?"
And then wait.
They may say "no". If they do are you any worse off? But if they say "yes", may I suggest you ask him to prioritise them.
YOU: "Why did you pick Andrew?"
JOHN: "He mentioned he was frustrated with (PAIN2) when I was talking to him last week."
YOU: "And you'd pick him above Jane? Why's that?"
JOHN: "Because he's having more trouble with his people in that area than the others. I think you can help him"
YOU: "Thanks John. I don't suppose I can be very cheeky and ask you for his number could I?"
JOHN: "Happy to. Here it is"
YOU: Smiling "You couldn't call him yourself and introduce me to him could you?"
JOHN: "OK"
YOU: "You couldn't do that now could you?"
JOHN: "OK, let's give him a try"
If you know John especially well or you've done a great bit of work why not knock it up a notch!
YOU: "Before you call him, can I ask; it wouldn't make sense for you to invite him out to lunch/dinner on me, and you two can catch up for a few minutes, then you can introduce me and we can see whether there's a fit between what he needs and what I do?"
Why would you do this?
A lead on average converts approximately 10% of the time.
A warm lead "Bob, expect a call from Marcus Cauchi. I think he can help you beat the sales target issues you mentioned when we last spoke. It should be worth your while" converts approximately 30% of the time
An introduction which looks like this, "Bob, I've been working with Marcus for the last 3 months. He's helped us increase our sales by 37% at the same time as helping me to drive up gross profit by nearly 86%. I think the two of you should meet because he can help you address those concerns in your business."
A warm introduction "Bob, it's been a while. I want to invite you out to dinner to catch up and to bring along someone I think you should meet. He's been working with my team for the last 3 months. He's helped us increase our sales by 37% at the same time as helping me to drive up gross profit by nearly 86%. I think the two of you should meet because you'll get on and I'm pretty sure he can help you make similar improvements in your business. What date works for you next week?". These have between a 70-90% conversion rate in my experience.
Which type of referral do you prefer?
Remember, if you don't ask you probably won't get .....
(C) Marcus Cauchi & Sandler Systems Inc 2007
SALES TRAINING LONDON Word of Mouth Selling Cheap Effective - To learn more about this author, visit Marcus Cauchi's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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For an online Car Loan Calculator and finance for a cheap car loan. Get approved on car loans or car finance in Australia with cheap bank car loans and finding a car finance broker. Commercial car loans including business car finance and car lease. Car Loan Calculator has information on finance companies and getting the right cheap car loan from banks at best car loan rates and a online car loan calculator for all finance in Australia. Get the best car finance with our help at Car Loan Calculator and Finance Ezi. - Visit Richard Jefferies's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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