Reason #3 for NOT Asking Your Customers for Referrals
My Customers Haven't Experienced my Service Fully Yet
This is another dubious reason for not asking customers for referrals. If you were someone who is focused on what your customers value most, then you would have identified how they see a successful outcome from your sales meeting. The outcome in this case is your customer buying from you. When they’ve said yes to you, it’s because they gain value from your service (or promise of service).
Your customers are in a positive state of mind when they purchase from you. Their view about your product is clearly going to favourable – otherwise they would not be buying from you. If you don’t believe me, ask them if they are happy to be doing business with you as soon as they’ve said ‘yes’. My bet is they will not be saying,
“Actually, I’ve bought from you because I dislike you so much that this is the only way to get rid of you for good!”
Of course they’re not buying from you out of reluctance. They are happy with you right now. Will they get even happier afterwards? Perhaps. But here’s a reality check for you. Once your customer has bought from you, they will be enjoying the benefits of your product. They will not be thinking what a wonderful sales person you are. They will forget you quickly. Get over it.
One of my clients, Melvin Evans who specialises in providing legal services related to estate planning and inheritance tax, including writing wills. Do you know when his clients get value from the service he offers? When they’re dead. Do you really think Melvin waits around till after his clients have enjoyed the benefits of his services before he asks them for referrals? So what are you waiting for? You may not be in the will writing business, but your customers have a great chance of moving on or away from you before you get a second chance. So why wait?
Thus, it is imperative for you to ask for referrals whilst you are still hot in your customer’s mind and whilst you still have some influence over their decision-making process – during the sales interview.
Who is making the most out of the sales meeting – the buyer or you, the seller?
A sale is made every time a buyer meets the seller. Sometimes the seller convinces the buyer to go ahead and buy; sometimes the buyer convinces both of you that he shouldn’t buy. Who’s making the most out of the sale – you or your customer? Always remember to ask your buyer for referrals.
Want to find out more about how you can boost your business referrals, then why not book yourself for the Referral Sales Summit on Tuesday 27th June 2006 in Birmingham, UK?
This is another dubious reason for not asking customers for referrals. If you were someone who is focused on what your customers value most, then you would have identified how they see a successful outcome from your sales meeting. The outcome in this case is your customer buying from you. When they’ve said yes to you, it’s because they gain value from your service (or promise of service).
Your customers are in a positive state of mind when they purchase from you. Their view about your product is clearly going to favourable – otherwise they would not be buying from you. If you don’t believe me, ask them if they are happy to be doing business with you as soon as they’ve said ‘yes’. My bet is they will not be saying,
“Actually, I’ve bought from you because I dislike you so much that this is the only way to get rid of you for good!”
Of course they’re not buying from you out of reluctance. They are happy with you right now. Will they get even happier afterwards? Perhaps. But here’s a reality check for you. Once your customer has bought from you, they will be enjoying the benefits of your product. They will not be thinking what a wonderful sales person you are. They will forget you quickly. Get over it.
One of my clients, Melvin Evans who specialises in providing legal services related to estate planning and inheritance tax, including writing wills. Do you know when his clients get value from the service he offers? When they’re dead. Do you really think Melvin waits around till after his clients have enjoyed the benefits of his services before he asks them for referrals? So what are you waiting for? You may not be in the will writing business, but your customers have a great chance of moving on or away from you before you get a second chance. So why wait?
Thus, it is imperative for you to ask for referrals whilst you are still hot in your customer’s mind and whilst you still have some influence over their decision-making process – during the sales interview.
Who is making the most out of the sales meeting – the buyer or you, the seller?
A sale is made every time a buyer meets the seller. Sometimes the seller convinces the buyer to go ahead and buy; sometimes the buyer convinces both of you that he shouldn’t buy. Who’s making the most out of the sale – you or your customer? Always remember to ask your buyer for referrals.
Want to find out more about how you can boost your business referrals, then why not book yourself for the Referral Sales Summit on Tuesday 27th June 2006 in Birmingham, UK?
posted by Harun 'The Persuader' Rabbani at 11:29 am
1 Comments:
these are true words of wisdom from someone who really does practise this process readily and regularly - for me its the only way to do business
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