ReferralsUS.com

People for the most part are social beings. We tend to socialize with people that share our common interests and socio-economic backgrounds. A good salesperson knows that you must first establish a close relationship with their client. After that relationship has been established, a client can be a great referral source by allowing you to tap into their inner circle of friends, coworkers, family and neighbors. You create a certain sense of synergy when you network and sell to their friends and family. People will only refer you to their inner circle once you have proven yourself as a salesperson. “You” in a sense brand yourself and become an expert in your product category. Your clients will become more confident and loyal as you sell and grow your relationships with their referrals.

It always amazes me that newer salespeople ask for referrals more often than veteran salespeople. Veteran salespeople develop comfort zones. The very best salespeople realize that networking, prospecting and getting referrals on every call no matter how established they feel, will enable them to go from good to great.

At SalesTaffy, we have made the process of asking for referrals even easier. We have a web application that creates a list of your clients neighbors, co-workers and social contacts for the purpose of asking for referrals. At the end of your sales call, you simply show them the list you generated on them through Salestaffy and say “Mr Client, I can really use your help. I am building my business and was wandering if you can look through this list of people that you probably know and let me know who you think would be great for me to call on” Hand them the list and a pencil. You will be amazed at how simple this technique is. It completely answers the objection of “I can’t think of anyone right now.” It is fast, simple and will yield results.

Kelli Boehm

Kelli@salestaffy.com