Say Hello to Referral Marketing
Salespeople agree that referrals are the best way to breed new business, and yet so few run a 100 percent referral-based business. We’ve been saying “hello” to referral sales our entire career and then stopping.
Say Hello to What Facility
Fewer than five percent of sales organizations have a written referral sales plot with written weekly referral sales goals including referral metrics and accountability.
Are you part of the 95 percent who rate referrals as your best sales leads but don’t have a written referral sales plot? If you answered yes, you leave money on the table every day and allow your competition to outmaneuver you. If you don’t leverage your sales network to question for referrals and book first-class clients now, someone else will.
Say Hello to Conversion
It’s time to go beyond “hello” and recognize that with referrals, you are pre-sold, have entrust and credibility, shorten your sales process, ace out the competition, and exchange a referral prospect to a client more than 50 percent of the time.
It’s time to commit to referrals as your preeminent sales technique. What does that mean? Make referral marketing your sales process. Referrals become the way you work every single day. You integrate referrals into all your sales endeavor, rather than an afterthought. It is a proactive strategy and not an endeavor we leave to “word of mouth.” Word of mouth is passive, waiting for the phone to ring; referral selling is active and results-oriented.
Say Hello to Referrals
The Power of Referrals is endless. To run your referral-based business, follow this step-by-step referral program:
1. Benchmark
- Do your salespeople know the substance of referrals?
- Is all in your company on the sales team?
- Make company and individual referral goals
- Address the transition to referral selling
2. Make Experts
- Build your skills: Learn how to get referrals
3. Make Metrics
- Number of people questioned
- Number of referrals received
- Number of referral meetings
- Number of new customers
- Number of new project
- Cross sell / up-sell
- Increase in revenue
4. Confirm Quality
- Make accountability for referrals
- Recognize and reward referral activities and sales
5. Track Increases
- Revenue
- Profitability
- New customers
- Additional services
Say Hello to Sales Success!
Finally, there’s a proven approach to build sales doing what we like to do every day—talk to customers, colleagues, and friends. You already have a built-in referral network. You’re just not by it. Adopt a referral program and ensure that new customers answer the phone and return your calls. Hit your sales numbers without hitting the phones with less sweat, and with results you can bank on.
Say “hello” to referral sales!
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Joanne S. Black
America’s chief authority on referral selling, and instigator of No More Cold Mission, Joanne Black’s Referral-Selling System builds revenue quick, converts prospect to clients more than 50 percent of the time, and aces out the competition. Hit your numbers without hitting the phones with less sweat and results you can bank on. Contact Joanne at www.NoMoreColdCalling.com or 415-461-8763.