The best way to gain more customers

Our friend Ruth King told us about her friend who asked for referrals for their new air conditioning system. None of the sales people asked why the friends called.
Make sure your salespeople ask how prospects heard about or who suggested you. Then thank those who referred you.
Prospects who call your company on recommendations are passive referrals.
No one in your company solicited the referral. It came because of a great job you did and your happy customer referred others to you without being prompted. These referrals prove you did a great job and the customer was happy to mention you.
Active referrals come when you ask customers for them. Many do it through social media: “If you liked our service, please review us on Google, Yelp, etc.”
Active referrals can come from incentives. By offering a gift, product or service for referrals, some customers become de facto sales people for you.
Put a statement on the bottom of your invoices that says, “We grow our company through referrals from family and friends. If we did a great job, please let them know.
“If we didn’t, please let us know.”
We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.”
For a $20 personally autographed copy, contact us at 803-359-7633 or email JerryBellune@yahoo.com.
Copyright 2019, The Bellune Co., Inc.

A sales secret anyone can practice

Our friend Chuck McCurry recalls a salesman who thought he was smarter than everyone else. His relationship credo was: “Prospects aren’t your friends and never will be. If you want a friend, get a dog.”
This brash young man did not last long.
Chuck spent most of his career practicing what he calls Golden Rule Selling. It’s a simple principle. “Treat others,” as Jesus said, “as you would want them to treat you.”
Chuck first heard about Golden Rule Selling from Zig Ziglar, the well-known author, and Mary Kay Ash of Mary Kay Cosmetics. They were good friends and had similar philosophies about selling.
Mary Kay reps depend on repeat customers. If their customers think they have been taken advantage of or didn’t get their money’s worth, they cease to be customers.
No one can please everyone, Chuck writes in “Maverick Entrepreneur’s Million Dollar Strategies.” Even Jesus was not accepted by everyone. Don’t beat yourself up when it happens, because it will.
But at least be honest in selling. You will be tempted to embellish the benefits of what you are selling. But when the truth comes out, you lose the customer’s trust.
Chuck has talked prospects out of buying if he didn’t believe they would benefit.
Chuck talks more about selling in “Maverick Entrepreneur’s Million Dollar Strategies.” To order a copy, call 803-359-7633.

Copyright 2018, The Bellune Co., Inc.