There is a moment during the sales process where a unique opportunity appears, which salespeople often overlook. This opportunity plays a crucial role in growing your business and depends on the answer to the following questions:
Have you over-delivered what you promised to a customer and then asked for three referrals?
If you get an affirmative answer to both questions, you’re in for some pleasant new business hunting! Still, most salespeople forget this stage in the sales process! And often, because they plain forgot or were afraid to get a “no” or were not aware.
Salespeople who ask for referrals on a regular base know that it pays off. Why? Here are some reasons:
The customers who gave you referrals are usually sure about the referral they introduced you to. Else, they would not have given the referral!
The customer has a good experience with what you sold them, and they are (immensely) pleased with the way you handled the process. They will be more confident to refer to you.
The referral will find it easier to accept a request for a first (virtual) call from you than from a total stranger.
You have built a track record with the customer who referred you. The chances are that they will pave most of the road for you with your referral.
One warning, though: don’t behave as if you’ve got a new order in the pocket. It still means that you need to put a total effort into your sales process and approach to get the deal.
Remember, only the sun rises for nothing!
Want to know more about improving the performance of your sales team? Contact me at robert@peterson-company.com or +31 (0)642713033
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