Master This and Become a Master Sales Person!
All good sales people know that one of the best ways to get further business is to ask satisfied customers for a referral. But sadly not a lot of salespeople actually make asking for referrals part of their sales routine.
So why is this? Perhaps it’s because some sales people feel uncomfortable or embarrassed asking. Maybe they feel as if they are putting the customer on the spot or perhaps that just don’t realise the immense benefits of the practice of asking for referrals.
Never the less, asking for referrals is truly worthwhile.
Well here are some golden rules that may help you get in the habit of asking for referrals. Follow them and watch you customer base soar through the roof!
R – Referrals ARE the best way to get more customers
E – Every satisfied customer is gold and can be asked for a referral
F – Fear of “NO” is the only thing you have to overcome. This can be done by having a variety of “scripts” or ways of asking, monitoring your negative self talk and having absolute faith in your product or service. Remember you are asking happy customers.
E – End all your deals with a referral request.
R- Reward you customers who give you a referral whether it works out or not. Always send a thank you letter and work out some form of gift or discount that will suit their needs.
R – Reciprocate and give your customers referrals as well. You can’t expect others to give you referrals if you’re not doing the same.
A – Ask in a positive way, expect a yes answer. So rather than saying “I don’t suppose you know of anyone else who might like this product” because then it is so easy for the customer to just say “No. Instead try saying “Who else do you think I may be able to help by telling them about this product?”
L – Learn a short, positive response for the times when you may get a “no” so that you don’t sound upset or angry. The customer will think much better of you and you will come away feeling better about yourself as well. Remember you are dealing with a customer and you want to keep that customer and maintain a good relationship, not burn your bridges just because they don’t give you a referral. You never know they may come back to you later with a referral after they have had more time to think about it.
Please share your comments and success stories about referrals here, so we can all learn from and support each other.
All the best
Dayle
www.successinsalesforwomen.com
