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What keeps you from getting more referrals?
Posted by B2B on: 2006-06-21 10:02:29
Mark Anthony
Referrals are the most powerful way to quickly find quality prospects. When you call on a new prospect with the benefit of a referral the probability of a close is greatly increased. Developing a steady flow of referrals requires more than just asking for referrals.
However, we know that just asking more often increases the number of leads we receive. Even though we know that asking for referrals more often will increase our percentages, we still don't do it. To change this negative pattern you must learn what prevents you from asking for referrals.
What keeps people from giving referrals?
Most customers would enjoy helping you build your business but don't readily give referrals unless they are properly prompted. An even bigger obstacle to your prospects opening the referral gate is that FALSE BELIEFS are holding them back.
6 SIMPLE WAYS TO RECEIVE MORE REFERRALS:
1. By changing the beliefs that your customers have about giving referrals you will develop a variety of prospects. The most important change must be that your clients see giving you referrals as a BENEFIT TO THEM.
2. Make calling your referrals a game. Reward yourself by calling a Hot Referral only after calling a cold one. Often the best sales or leads come from the calls you were tempted to neglect.
3. You can also make your calls more fun by creating small goals for each contact. For example; set a goal of getting one referral from at least one of your cold prospects each day. Another possibility is to target several warm prospects and see what percentage can be heated up into hot prospects.
4. Be creative and enjoy yourself. Put the focus on playing the game. Rather than living and dying on the result of each call. Create games and challenges that inspire you to follow up with your new leads.
5. Asking Properly for referrals:
A) SAY: I bet you're close with __________ (describe group that can benefit by your product) i.e. a contractor rep would want to know if any of the prospects friends own their own house.
B) ASK: Do you know anyone else who ____________ (describe situation that could benefit by your product. i.e.: entertains the way you do, maybe some of the people you were just thinking about).
C) Let them get a sense of who those people are in their mind.
D) Remind them of how they are benefiting and that their associates could too.
E) Ask for those other folks names, numbers and vital information.
F) Get permission to call.
6. Let your prospect be smart and helpful.
A) Observe that their body language is in tune with yours.
B) Mentally trigger prospects by properly asking for referral.
C) Hand them a blank pad just before you start filling out order forms or other paperwork.
D) Assure them that they know people and that the referrals are very helpful since the majority of your business is done on referrals.
E) Ask them to write down the names of possible referrals and tell them that most people come up with about 3 names.
F) You are silent and busy writing too.
G) Notice that they will follow your action.
H) When you are both done (have them finish first) inquire about the names they wrote down.
I) Ask if anyone else comes to mind.
J) Thank them and compliment them on how knowledgeable they are.
There will be a detailed workshop on generating referrals in your area in a few weeks. If you or your staff would like to participate or receive a detailed outline on the program call 212 683 1834 or trainingforsuccess@yahoo.com. The program is also available on audio cassette.
Visit our web site at: http://www.salestraininganddevelopment.com/site/941033/page/59703
3 for more tips on how to grow your business or call us at 212 683 1834. A variety of articles and class outlines are also available to you on demand.
Sincerely,
Mark Anthony President, Training For Success 347 5th Avenue New York, NY 10016 212 683 1834
trainingforsuccess@yahoo.com
http://www.aaatrainingforsuccess.com
http://www.salestraininganddevelopment.com
About the author:
For over 20 years Mark Anthony has helped professionals, institutions, corporate sales and customer service teams break out of the box and find innovative solutions that lead to breakthroughs in sales, productivity and goal achievement.
By blending direct sales with telesales and creative marketing rapid growth was achieved. In only 7 years his publishing firm had clients coast to coast and the growth was financed 100% by advertising sales.
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