Cultivating an endless cycle of referrals
People for the most part are social beings. We tend to socialize with people that share our common interests and socio-economic backgrounds. A good salesperson knows that you must first establish a close relationship with their client. After that relationship has been established, a client can be a great referral source by allowing you to tap into their inner circle of friends, coworkers, family and neighbors. You create a certain sense of synergy when you network and sell to their friends and family. People will only refer you to their inner circle once you have proven yourself as a salesperson. “You” in a sense brand yourself and become an expert in your product category. Your clients will become more confident and loyal as you sell and grow your relationships with their referrals.
It always amazes me that newer salespeople ask for referrals more often than veteran salespeople. Veteran salespeople develop comfort zones. The very best salespeople realize that networking, prospecting and getting referrals on every call no matter how established they feel, will enable them to go from good to great.
At SalesTaffy, we have made the process of asking for referrals even easier. We have a web application that creates a list of your clients neighbors, co-workers and social contacts for the purpose of asking for referrals. At the end of your sales call, you simply show them the list you generated on them through Salestaffy and say "Mr Client, I can really use your help. I am building my business and was wandering if you can look through this list of people that you probably know and let me know who you think would be great for me to call on" Hand them the list and a pencil. You will be amazed at how simple this technique is. It completely answers the objection of "I can't think of anyone right now." It is fast, simple and will yield results.
Check out this video and review of the SalesTaffy application from noted sales trainer, coach and Author of The Referral Advisor at http://thereferraladvisor.com/wp-content/uploads/salestaffy.html
Kelli Boehm
www.salestaffy.com
Kelli@salestaffy.com
It always amazes me that newer salespeople ask for referrals more often than veteran salespeople. Veteran salespeople develop comfort zones. The very best salespeople realize that networking, prospecting and getting referrals on every call no matter how established they feel, will enable them to go from good to great.
At SalesTaffy, we have made the process of asking for referrals even easier. We have a web application that creates a list of your clients neighbors, co-workers and social contacts for the purpose of asking for referrals. At the end of your sales call, you simply show them the list you generated on them through Salestaffy and say "Mr Client, I can really use your help. I am building my business and was wandering if you can look through this list of people that you probably know and let me know who you think would be great for me to call on" Hand them the list and a pencil. You will be amazed at how simple this technique is. It completely answers the objection of "I can't think of anyone right now." It is fast, simple and will yield results.
Check out this video and review of the SalesTaffy application from noted sales trainer, coach and Author of The Referral Advisor at http://thereferraladvisor.com/wp-content/uploads/salestaffy.html
Kelli Boehm
www.salestaffy.com
Kelli@salestaffy.com
Replies to This Discussion
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Permalink Reply by Chris Cooper on -
Kelli, I like the argument in your first paragraph re client/sales person relationships, but I'd like to expand it some.
The nature and form of a sales relationship will vary according to the most important factor in that relationship. For example: if you are selling very specific IT services, then a close communication is requisite, which entails multiple contacts and precise communications for success. Almost impossible not to develop a close working relationship in this case, and likewise almost impossible to do it quickly. You have to prove your company's savvy and skills over the life and process of the project. At that endpoint, or close to it, you have a solid foundation for soliciting referrals.
But, if you sell widgets that can be found by the thousands online, but you sell them at a better price, or you deliver them overnight instead of 2 weeks, etc, you can find your self at a referral point within days, not weeks or months.
You are totally right that the customer must have a basis for recommending you, but the time and effort to create that foundation will vary widely.
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