Getting referrals to new business
21 Aug 2007
Whenever I ask a group of sales personnel what’s the easiest way to get new business?, they almost always answer with the word referrals from existing customers. Which of course is the best way of getting new business. When I ask them when they ask for referrals, it’s usually -once a sale is made. Well I suggest you can save a lot of time and generate a lot more business by asking for referrals right up front –before they have become a customer and in many cases, before you have even met them.
Imagine you’re booking a meeting with a potential client over the telephone and you have the date and time in your diary now. Don’t just thank them and hang up. Say something like – John I really look forward to meeting you. There’s just one other thing before I go. I like to spend most of my time looking after my clients, not looking for new ones. So I’d really appreciate your help please John. Who else do you know of, in your area, that may be suffering from a downturn in sales too? I’d really love to speak to them and see if I can arrange to meet while I’m visiting you.
Tailor that question to whatever it is you’re selling. I promise you nobody is ever going to cancel their appointment with you because you asked that question up front – and you are going to be amazed at how much more business you do. Up front prospecting is a key aspect of becoming a world class sales achiever.