How to Minimise The Issue That Most Secretly Fear About Sales
How to Minimise The Issue That Most Secretly Fear About Sales.
It’s all very well reading those articles that tell us ‘it’s a numbers game’ and to treat it as such. A game. But, cold calling is something I still hate. And we all know that if you hate doing something, it will get put off. There’s always something ‘more important’ to do.
Well, there is an answer to this. And it’s a sure-fire way to win new clients. We’re all familiar with Referral selling. So why, according to many statistics, do only 9% of people practice it?
Right now, I am working on a sales training programme for a client, that we won thanks to a referral from an existing contact. This is our biggest order to date and is the direct result of the influence that a referrer can have. His colleague didn’t need convincing of our ability. He took it as read that my contact wouldn’t have referred us if we weren’t good at training people to sell better.
There’s an interesting article about how to spread ‘virally’ within a large company in salesgravy.com. You can read it by clicking here. But, this can also apply to external referrals as well. Using your customers as referrers is THE best way of finding new closeable sales leads.
It’s the most efficient and most effective at winning deals. You’ll also find that clients who refer you are likely to stay with you longer. The people they refer you to that become clients are more likely to refer you than others too!
All you have to do is ask! I know which I prefer to do – ask for a referral or cold call and it isn’t cold call!! To quote Mark Zuckerberg “Nothing influences people more than a recommendation from a trusted friend. A trusted referral is the holy grail of advertising.”