Top 10 Ways To Increase Sales In 2010” – Part 2
It’s time to finish building our “Top 10 List” for 2010. This time we look at items 6 though 10. If you missed the first 5 ways to increase sales in 2010 be sure to visit the article archive (http://www.engageselling.com/articles/article-top-ways-to-increase-sales-in-the-new-year.shtml). Enjoy the list and be sure to implement all 10 ideas. I know that you will have a perfect 10 year if you do!
6. Get referrals
Referrals are the most profitable source of leads because they close dramatically faster than a cold lead, a lead from a trade show, website, advertisement or virtually any other source. In fact, one Engage private coaching client transformed their business from a 68:1 closing ratio to an 80% closing ratio by moving their sales team from making from “cold calls” to “referred calls”.
The first step is to make sure your customers are happy! The happier your customers are the happier they will be to refer you to their own friends, colleagues and associates. A referral from a customer is the highest form of trust. Trust is built on consistent behavior over time, starting with continuously showing your customers that you’re focused on their needs. Once you’ve established that level of trust, identify “apostles” among your most loyal customers, and empower them to crusade for your product or service.
The second step is to make a direct request. Try something like: I would love to meet the VP of sales for your supplier ACME corp. Can you help me by providing an introduction?
Yes, you have to do the research first to find out who you should be referred to. It’s worth the extra step as a direct request such as the one above is almost always granted.
Finally, always reward customers who send business your way. At a minimum, a handwritten thank you note will show them you appreciate the effort they made. At the maximum, a gift will help you secure that relationship – and likely lead to even more referrals in the future.