Sales Prospecting: The Ultimate Guide To Referral Prospecting, Networking, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call. by Whitacre Claude

Author:Whitacre, Claude [Whitacre, Claude]
Language: eng
Format: epub
Publisher: UNKNOWN
Published: 2014-02-08T16:00:00+00:00

"The best way to guarantee that you get referrals, is to give them"

-Claude

The One Call Closer’s Referral Selling Method

The overriding thought when working by referrals, is that the client should expect to give them to you. You should deserve them. The client should talk to others about your offer and you personally, and the referrals should be anticipating your call.

Whew! So that’s selling by referrals, in a nutshell.

The entire approach with The One Call Closer’s Referral Selling Method breaks down into five components…

· Creating a Best Client Profile.

· Preparing the client to welcome the idea of giving you referrals

· Getting the referrals and qualifying them

· Having the client introduce you to the referral, either in person or by phone.

· Calling the referrals to set the appointment

Your Best Client Profile.

As we mentioned before in the 80/20 Rule. 80% of your business comes from 20% of your clients. And 80% of your referrals will come from 20% of your client. There will be some overlap between these two groups, but they are separate groups.

Why have a Best Client Profile?

I had heard about this when reading about direct mail marketing for years. It was under different names, but the meaning was the same. Picture who your desired customer is, and direct your presentation to that person .

I finally decided to try this for my own sales, and came up with an interesting mix. We are talking about the top 20% that gives you most of your business. That’s who we are going to profile.

If you think about your best customers, you’ll find they have commonalities that they share .

Maybe not all of them, but most of them. For example, in my local online marketing service, I found that my best clients were generally like this;

Brick and mortar business owners

· Customers came to them, or their service area was very local

· Average sales ticket of $500 or more.

· They sold something specific. No retail stores that offered hundreds of product categories.

· The owner answered the phone, or would come to the phone, no gatekeepers.

· No committees, the owner was the decision maker.

· They advertised their business with conventional advertising

· They at least had a website already.

I was pretty inflexible on this list. Whether I was cold calling or asking for referrals I was more inflexible with referrals.

When I was selling to consumers in their home, the list was different.

1) Homeowner

2) At least one full time job between the husband and wif e

3) If a couple, both must be present for the presentation

4) If it was a referral, it was a huge plus if they had bought from an in home salesperson before, and gave that person referrals...who, in turn, bought. We’ll talk about that later, when we discuss the “Follow the salesperson” strategy.

Qualifications1-3 were mandatory. If the referrals were renters, the chance of a sale was slightly less, but the chance of getting them financed, was far less. The people who didn’t work full time would be impossible to get financed, and they would invariably say, “Well, when I get a full time job, I’m going to get one of these”.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.