How the power of referral can work for your business
The average number of cold calls you need to make to sell a service is 100.
If you could speak to 10 people for 3 times the result, would you?
As a sales professional, I can probably speak for most of us dislike cold calling. We’re not built for rejection. The cold shudder and sweaty palm as you reach for the receiver that very first call of the day. The red face and punch in the gut when you are hung up on, the sore jaw from repeating the same lines…. And then doing it all again on the next call.
As Mr Einstein said… That’s the definition of insanity, right?
So, if you had 10 introductions in to businesses given to you by someone who had already warmed that lead for you, highly recommended you, said you were full of honesty and integrity, the law of closing averages says you should successfully do business with 3 of them. 3.
Would you still cold call 100 people?
Asking for referrals is never an easy thing as frankly we don’t like to hear the word ‘no’. However, I feel that if I have done a great job and have delivered all the elements of what I have promised a customer/partner, I am entitled to ask if my customer feels the same. If yes, I am trusted and as such, should be respected to be referred to other businesses they know.
This is by far the easiest way to work and the best way to attract quality business. You will make stronger future relationships and have the ability to continuously add value to that customer. All because you asked a question for doing a good job.
You ask one person for 10 referrals, do business with 3 of those and ask those 3 referred contacts for 10 referrals and you can soon see how easy the pyramid builds. And the best part is, you wont ever need to make another cold call!
The other great way to do business is through networking groups such as BNI. There are many of these chapters across Staffordshire and the country, where you can sit around a table of an average of 25 people who are all there for the same reason. To refer quality business to quality people.
So, give it a go the next time you close some business. Ask the question- you might be surprised at what someone is willing to do for someone who has done a decent job for them.
IC Referral scheme is our way of saying thank you. Most of our new customers come from our current customers and so we have a scheme whereby we can thank you for referring to us.
If you would like to know more about how our referral scheme works, or are interested in becoming a partner, drop sales a call on 01782 667788 or email firstname.lastname@example.org
“The definition of insanity is doing the same thing over and over again, expecting a different result.”
Marie Kevan, Associate Sales Director- Internet Central.
In a world full of technology, buy from people.