Greetings!
Happy Tuesday! And Happy (belated) Memorial Day! A special thanks to all of our service men and woman for their service as we honor and remember our fallen heros.
Did You Know? Memorial Day was officially proclaimed by Gen. John Logan on May 5, 1868 and was first observed on May 30th of that same year. The U.S. Congress finally made it an official holiday by passing the National Holiday Act of 1971 making it a 3-day weekend for all federal agencies.
Now, let's march into this week's topic: Working with referrals!
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7 Reasons to Work with Referrals
Increasing Sales the Smart Way
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 Last week we looked at three types of
leads: cold calls, walk/call-ins and referrals. We listed the pro's and con's
of what makes one better than another to show how the referral is the best lead
source to work with.
Before diving deeper into the benefits of
working with referrals, let's re-cap the general benefits they provide. For starters,
the referral requires no cost to generate. Also, the person that is referred to
you typically has an immediate need for your product or service. Finally, a
referral comes to you with transferred credibility from the person that
referred them to you. Transferred credibility is what really sets a referral
apart. Initially, the referral doesn't know or trust you, but since they know
and trust the person that referred them, they bring that trust with them to
your door.
This week we will look at seven specific
reasons why referrals are the preferred lead source for optimum use of time and
the best lead source to spend time trying to generate.
#1 -
Easy to obtain. If you have provided value,
a quality product or service that solved your customer's problem and/or helped
increase their profit and did so with a level of service that they have never
experienced, their referrals are yours for the...asking! The perfect time to ask
for their referrals is...
Click here for the other six reasons to work with referrals...
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Helping YOU!
Answering Reader Questions
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Hi Scott,
I've been hearing a lot lately about giving value to your customers over and above what you do to get a sale. You've also mentioned it a few times in your newsletter, but not in any detail yet. I think I do a pretty good job of working with my prospects and customers and do pretty good closing my deals. But can you give me some insight and/or examples on HOW to provide value that I may not already be doing?
Thanks,
Carl,
Hey Carl,
That is a great question - one that I will be glad to answer for you here, but also in an upcoming featured article that will go into more detail so keep your eyes and inbox open.
Basically, providing value (as you've been hearing and reading about) is a couple of things. One is giving or showing your customers and prospects something that your competitors can't or won't. Another way is to not just tell them the good things about you, your company and your product or service, but show them and demonstrate to them how those things will help them 1) build trust, and 2) be more profitable.
There are a handful of areas where you will concentrate on providing value to your customers and prospects. These areas include, but are certainly not limited to: your product/service, your company, you and your service to them, how the sum of those will help your customers be more efficient/more effective/make more money or whatever else is important to them, and the value that will continue long after the sale is complete.
Keep your eye out Carl for a future article on providing value that will go into more detail and give a couple of examples for you.
Be Great!
Scott
Do you have a question, challenge or opportunity that you'd like a little insight on? If so, e-mail it to workinghard@helpingusellu.com.
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Referring back to this week's article above, this week's question is...
"What do you like most about working with referrals?"
Your answers are and will remain anonymous, so...
Click here to submit your answer
Last week's question and results...
"What is your favorite kind of sales lead to work with?"
Total Votes: 6
Cold calls 0
Incoming calls or walk-ins 1
Referrals from customers 4
Referrals from non-customers 1
Other 0
Do you have a question you'd like to see in a future poll? If so, send it to me in an e-mail. workinghard@helpingusellu.com
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Wrapping Up
Well, I hope you picked up a few good ideas today and I look forward to being with you again next week. In the meantime, if you have a burning question, shoot me an e-mail and I'll shoot you a reply.
Helping You Sell You,
Scott Gillespie
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Copyright (C) 2009 Selling U, LLC - All rights reserved.
Would you like to reproduce this document?
Please call us at 989.546.7355 for written permission by Scott Gillespie before doing so.
However, go ahead and forward this to as many people as you want!
Selling U, LLC ~ 9825 E. Broomfield Rd. ~ Mt. Pleasant, MI 48858
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Contact Information
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Call us any time at
989.546.7355
workinghard@helpingusellu.com
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Quote of the Week
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"When you get to the end of your rope, tie a knot and hang on."
~ Franklin D. Roosevelt
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