Imagine you had access to a salesforce who were eager to promote what you do because they know that you do great work.
That they would happily tell others about you, spread the word and even invite them to do business with you.
That they would arrange high quality introductions that meant no more cold calls or expensive advertising campaigns.
And to make it even sweeter, imagine this salesforce was willing to do all of this for you for free.
What if I told you it’s likely this salesforce is available to you RIGHT NOW.
Because chances are it is, but you’ve simply failed to recognise it.
You see the salesforce I’m referring to is your existing client base who, armed with the right information and materials, could become your most potent salesforce.
At the Marketers Club we have an expression. The business is in the BUSINESS!
Often people think of the Marketing and Sales process as something that happens to simply attract new prospects, but the real potential is within your existing list.
Here are the statistics:
90% of buyers don’t trust the marketing messages they get from advertising.
75% of customers don’t trust company websites.
As trust diminishes in business, people begin to look for other ways to identify which service professionals to work with or what products they should buy.
Statistics show that 70% of consumers rely on a referral from a trusted source to help make their buying decision.
*Source Forrester Research of 58,000 respondents across North America and Europe.
With these powerful statistics in mind, it makes sense that business owners should pay more attention to referral generation.
Referrals allow us to cut through the TRUST barrier that exists when you are an unknown quantity and instead allows you to leverage the trust that your current client has placed in you.
But it’s not enough to simply do good work and hope that a referral will come in. We need to be more proactive than that.
Here are 3 quick tips to get you started.
1.Make it easier for people to refer you
One of the key reasons businesses don’t generate more referrals is because they make themselves difficult to refer. If you provide your clients with access to quality content and helpful information, they will be able to share it for you and stimulate more referral opportunities.
Let clients know that the primary way you get clients is through referrals and once you have confirmed that you have demonstrated value for them, ASK them if there is someone in their network that they believe you could be of service to.
3. Plant Seeds
You want to be constantly planting referral seeds. These include messages on your voice mail that ask to let you know if they’ve been referred, letting clients know in conversations that referrals are a leading source of business and as the Referral Coach Bill Cates suggests, placing a tag line at the bottom of your email like – Don’t Keep Us A Secret.
The truth is most businesses are so busy hunting for new leads, they fail to see the latent potential within their own database to introduce them effortlessly to potential clients.
If you want to generate more sales then I suggest you start a conversation with some of your current clients; there’s gold in them they’re hills.
That’s the end of this month’s focus on sales so that means it’s your last chance to secure a copy of my FREE eBook Becoming a Peak Sales Performer. Click here now to Download
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