The best way to achieve successful longevity and consistency in sales is to ensure that you’ve got people championing and recommending you, your business and your products & services to others.
There’s no better recommendation than from your customers. Some of your customers will recommend you naturally. However, it’s likely they didn’t go out of their way for you. Either you, your business or your products & services probably cropped up in conversation. This is a good sign, it means you’re an attractive proposition to others and worth recommending.
If a trusted customer can vouch for you, your business and your products & services you’re already halfway there. Now you now this, you need to understand that it’s your job to encourage and ensure your customers are recommending you more often.
For those new to sales or for those that don’t receive many referrals, you’ll need to invest in this approach and understand that the first few people you sell to, you might be on your own! Plant the seeds early to your prospects that if successful you’re looking to build and grow this trusted network of customers.
Your prospects will appreciate, respect and share your intentions and when the prospects become customers it won’t be a surprise when you then ask them for referrals. Remember, the person that recommends someone else to you will also be viewed favourably if you do a great job. It’s a win-win!
When you sell to a new customer that’s originated from a referral, it’s an easier conversation to ask them to continue this trend for you. That’s how you found them, so ask them to help you find others, just like them!
I bet you recommend people & businesses to others if you’ve received a great deal or service. Especially if it then reflects well on you when you’ve put a smile on someone else’s face. Great service and a good deal are infectious!
“Invest in those first few apples, replant the seeds and you’ll soon have an orchard of referrals to provide you the financial sustenance your life in sales requires.” – Dean Sale
