Posted Thurday, April 17, 2008
You’ve heard again and again that you should ask for referrals, but the strategy is even more important during competitive times. Why? Because referrals cost almost nothing in terms of dollars and time and prospective customers much prefer to meet you – and are more likely to buy from you – through a recommendation from a friend, colleague or family member rather than a cold call. So if sales are slow, leverage the hard work you’ve put into your existing happy customers and ask them for some introductions
Coach Nick's Referral Survey - How good are you at referrals?
(Answer each question by writing down your level of expertise (Good or So-So) that best describes you next to each question:
1. Have you mastered the art of getting referrals?
2. Do you work with other sales-people to get referrals?
3. Do you have a referral gathering goal?
4. Do you give lead-givers an incentive to work with you?
5. Do you have the lead giver make the actual introduction on your behalf?
6. Do you get leads from non-competing reps and pay off in kind?
7. Do you steadily improve your referral getting expertise?
8. Do you conscientiously qualify the leads that you get?
9. How much prospect info do you get from your lead-givers?
10. Do you belong to a leads group that provides you with leads?
11. Do you check out your lead gathering strategy with other reps?
12. When you do customer favors, do you seek leads in return?
* Score 8 “good” & you are a master at referrals * Score below 8 “good” & you should call Coach Nick
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