Generating Referrals To Increase Sales
If you are having trouble finding new clients, then
perhaps it is time to start looking at sales prospecting methods to help
generate new referrals for your business. Sales prospecting can help you to
gain a larger network of clients, and affiliate yourself with other companies.
Many people find the idea of sales prospecting daunting, mainly because they
fear rejection. Yes, when trying to increase your network it is likely that you
will receive a number of negative responses. However, this should not deter
you, because if you want to affiliate yourself with a greater number of
businesses and clients, you need to use sales prospecting techniques. Whatever
method of communication you are using, whether telephone, internet or in
person, here are a few ways you can use to increase your network:
Get out of the comfort zone
When sales prospecting, most people, whether consciously
or unconsciously, will remain within their defined ‘comfort zone’. Although it
is sometimes hard to do, if you want to increase your network, you need to move
out of your comfort zone. Treat every possible contact as potentially your most
important affiliate. If you use this sales prospecting technique, you are more
likely to generate referrals. If you stay in your comfort zone, you will have
lost before you start. Be positive, and your sales prospecting success will
increase.
Set targets
A good way to motivate yourself to improve your referrals
through sales prospecting is to set a target. For example, if you set a target
to improve your referrals by 10% in the next six months, you will have
something to strive for, and you will make that extra effort to expand your
existing network.
Get the timing right
When trying to generate referrals, you need to get the
time right. Sales prospecting success depends on timing. In order to improve
your network, try and be patient when asking for referrals. Unless you are sure
your client is already delighted with your product, do not ask them directly
after you close a deal. Give them time to experience your product. Once you see
they are satisfied, then you can ask about possible new affiliates.
Make a list
Although being positive with clients is important, it is
obvious that not every customer you have will be a referral candidate. In order
to use sales prospecting efficiently, it is advisable to make a list of the
best clients. For example, if you can write down the top 10 or 20 satisfied
clients, you will have a great place to start. Hopefully, some of these clients
will be happy to affiliate themselves with you or refer you to other customers.
This will give you more confidence, and also help to increase your network.
Rewards
A very effective sales prospecting technique is to offer
rewards to clients who give you referrals. You are repaying their kindness and
loyalty to you, and any deal that is mutually beneficial is more likely to be
accepted. For example, for every five new sales you receive from their
referrals, they can get a percentage discount on their next order. This helps
to improve ties with your existing network as well as expanding it.
Say thank you
It may seem obvious, but a simple thank you letter can go
a long way to increasing referrals. If you create a basic letter or email that
can be personalised to each customer, you will establish a greater level of
trust with them. Establishing trust is an important aspect of sales prospecting,
and will help you to affiliate yourself with a larger number of new customers.
Referrals are important
Remember, although it may seem daunting sometimes, sales
prospecting to generate referrals is important. It will help to cut the time
and money you spend on sales, with less cold calling required. Referrals are
more likely to yield real revenues than cold prospects, and so you will have
higher revenues for less effort. If sales prospecting techniques are carried
out correctly, your network will steadily grow, as newly referred clients
become satisfied customers and send you new referrals themselves.