I’ll never forget the salesman who ended his presentation by asking for the names of 3 people who might use his products.
I told him he should be ashamed of such tactics. I wouldn’t buy nor refer anyone.
Referrals are always vital, particularly during covid-19. Think about the last time you referred someone to a company whose products you used.
- Was it an active referral?
- Were you thanked for the referral?
- What did you receive for the referral?
- Did you feel appreciated?
- Have you provided multiple referrals?
Our friend Ruth King defines active referrals as those you make because you were encouraged to do it – but only after it is clear that you are a loyal customer who sees their offers would benefit your friends.
Ruth says active referrals:
- Build a loyal customer base at lower acquisition costs.
- Referrals are open to buying from you and are less price sensitive.
- Customers who refer show they trust you for taking care of them.
Do business with your customers and make referrals to them. That gives them reason to reciprocate.
We share such ideas in “Uncover Your Inner Sales Genius.” For a complimentary copy go to JerryBellune.net
Next: The Rubber Duck Strategy
Copyright 2020, The Bellune Co., Inc.
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.