“Referrals Drive Business Growth”

Truly successful salespeople know the key to new business growth is through the consistent influx of referrals…but what are the best ways to consistently receive them?

• Understanding the difference between a lead and referral
  You only have a referral when the prospect has issues they would like help with and they are expecting your call…otherwise it is only a lead.
  
  
• Determining why you have received referrals in the past
  You will only get good referrals if you exceed your client’s expectation, and you ask.
  
  
• Helping clients and centers of influence give you more referrals
  Pay attention, clients who have given you one introduction have ten more to pass along; they are just waiting for you to ask.
  
  
• Assisting referral sources in qualifying prospects better
  Talk specifically about who would be a good referral for you, too often people would like to help you but do not know who to send. If you share what makes a good customer, and encourage your happy clients to tell their story of working with you, the referrals should not be far behind.
  
  
• Creating a referral “system”
  Typically money is not the motivator, try a contest, discounts on your services, recognition within your customer base or something as simple as lunch, dinner or a subscription to their favorite magazine…just make sure you thank them whether you close business or not.
  
  
• Understand how to sell referrals
  Make sure you treat referrals as carefully as they deserve. There are two prospects in this scenario, the one you are trying to sell and the person who gave you the referral. Be sure to handle your referrals in a way that will help your client decide you deserve more quality introductions.

Think about how you can create more referrals in your business, or ask for help from Sales Concepts at 440-575-7000.

P.S. Sales Concepts will be hosting a prospect event at the Union Club on May 18th. If you or someone you know has struggles hiring new salespeople or assessing and growing your current team you may want to attend. For more details call SCI (440)575-7000.

May & June classes are now available online at http://www.salesconceptsinc.com/schedule.aspx

Back to Archive List