marketing@bobu.com.
Best regards
Bob Urichuck
http://www.BobU.com
Stop Selling, Ask for A Sales Referral!
A sales referral is when you, as a sales professional, ask
a client, a prospect (or even an acquaintance or friend)
for the name and contact information of someone who might
have an interest, need or want for your product or service.
An introduction to the individual makes the sales referral
even more powerful.
But first how do you get sales referrals and introductions.
The answer is simple - ASK! You already know that you have
the right to ask. If you don't ask, you don't get. If you
ask, you have a 50-50 chance of getting one, and if you
don't, there is nothing lost as you cannot loose something
you never had.
Simple make it a habit to ask everyone and you will no
longer be making cold calls, but working strictly on a
sales referral basis. Ask more to sell more! Don't miss out
on this tremendous lead source!
The other option is word of mouth, where you provide an
outstanding service and other talks about you. However, if
you do not ask for testimonial letters, or for a sales
referral, the chances of getting one out of the blue are
slim.
You are given a sales referral because you have earned the
other person's trust and they think that you can actually
help someone else. Do you believe in yourself, in helping
others and do you trust yourself? If you don't, nobody else
will either.
A sales referral allows you to introduce yourself through
that person's name, creating commonality and an immediate
level of trust.
There are several reasons why you should ask for a sales
referral. When you call a sales referral and encounter
their voice mail, be sure to mention the name of the person
who provided their name. The sales referral tends to
respond faster and at a much higher rate compared to voice
mails you leave when making cold calls.
A sales referral has affinity with you and that begins to
create an element of trust. And quite frankly, most feel a
sense of duty or obligation to those who referred their
name. They feel compelled to call back just in case they
are asked. Either way, it works for you.
Sales referrals tend to listen and engage you more closely
when you finally reach them. Typically, they don't see you
as "just another sales rep." A tentative bond is created
in your mutual acquaintance. The sales referral is curious
and wonders why his or her name was passed on. In simple
terms, this gives you a significant edge.
Sales referrals tend to buy at a higher rate compared to
cold calls and other lead sources. There are three reasons
for this: First, people usually refer others who are in
similar situations. They tend to have similar problems,
concerns, needs, wants and opportunities. This usually
means there is a strong application for your product or
services. In short, they are more qualified.
Second, as mentioned above, sales referrals tend to listen
more closely to your message. They do not 'dismiss' you as
quickly or as lightly as they do other sales reps.
And third, the sales referral's trust is typically higher
with you because he or she can "check you out." You have an
instant credibility source. Every buyer is looking for
someone they can trust and depend upon. Having evidence of
success with a known acquaintance makes buying easier for
referral and easier for you.
Remember, if you don't ask, you don't get.
----------------------------------------------------
Bob Urichuck is an International Speaker, Trainer and
Best-Selling Author. Learn personally from Bob in the areas
of Sales, Motivation, Leadership and Team Skills. Bob
presents a series of great ideas and strategies with
combination of facts, humor, and practical concept in a
high-energy and self-discovery process that you can apply
right away to achieve results. Subscribe to Bob's Free
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