Reason # 4 for NOT Asking for Referrals
100% of my business is from referrals and they come to me automatically. I don’t have to ask for referrals.
If all your business comes via referrals without you ever having to ask, then well done and congratulations!
Therefore I can safely assume you don’t do any marketing, networking or advertising your services in any format. However, most folks say this fall into a slightly different category to you.
One of my clients who focuses his energy on re-mortgages once said to me that 100% of his business is from referrals. When questioned how many of his 600 clients gave him referrals in the last 12 months, he said a handful. The rest of his business was through a breakfast network group. Yes, my client business was 100% referrals-based, but that also left him short. The number of referrals he got from his clients was negligible. If all his clients were happy, why were they not giving him more referrals? Yet he was wondering why he was not enjoying the double-digit growth in his business.
Asking for referrals makes you more referable. The cost of client acquisition will fall and you will enjoy much quicker business growth.
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?
If all your business comes via referrals without you ever having to ask, then well done and congratulations!
Therefore I can safely assume you don’t do any marketing, networking or advertising your services in any format. However, most folks say this fall into a slightly different category to you.
One of my clients who focuses his energy on re-mortgages once said to me that 100% of his business is from referrals. When questioned how many of his 600 clients gave him referrals in the last 12 months, he said a handful. The rest of his business was through a breakfast network group. Yes, my client business was 100% referrals-based, but that also left him short. The number of referrals he got from his clients was negligible. If all his clients were happy, why were they not giving him more referrals? Yet he was wondering why he was not enjoying the double-digit growth in his business.
Asking for referrals makes you more referable. The cost of client acquisition will fall and you will enjoy much quicker business growth.
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 7:27 pm
1 Comments:
Harun,
I would agree. Many of us "so called" sales professionals can be wrapped up in the euphoria of winning the business that we forget the next step. Asking for a referral gets you you next client or clients and means more time can be spent keeping those existing clients happy.
Simon Baldwin
Post a Comment
<< Home