I recently asked the question of “What’s the best way you’ve found to get new clients” to 10 business owners. I asked both service and product based companies this question. 8 of the 10 companies said the same thing, “Referrals.”
Interesting I thought…
My next question was, “Do you have a formal process for getting more referrals?”. 7 out of 10 of the business owners ultimately said, “No ,we don’t.” By ultimately, I mean they fumbled their responses with “No, but we should”, or “I’ve asked my sales team to ask for referrals”, or “We give a bonus to our employee’s for providing referrals.”
So you can deduct that based on this simple test that 80% of business owners admit that referrals are the best way for them to get new clients, yet 70% of them don’t offer a precise process, system or procedure for getting new referrals.
This is a huge opportunity for business owners to get serious about developing a process of referrals.
Your action take away: How can you create a referral getting system to consistently bring in new clients to reduce your new client acquisition costs?
Jeffrey Gitomer illustrates the value of customer referrals and how to get them.
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Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing “The Four Cornerstones of Referrals” –relationship building and customer service, creating referral alliances …
4 thoughts on “How to Get Proactive Customer Referrals | Sales Training”. marcus philips October 18, 2013 at 11:49 am. check out my points2shop video on my channel i made $50 this week with no referrals with proof on my video. Reply.
Every time I speak to a business development specialist or a partner in a professional services firm, they always lament to me that they wish their fee earners would proactively ask for referrals. Of course, everyone knows that referrals are the lifeblood … Consequently, many professionals don’t feel entirely comfortable with asking clients and their network for referrals; resulting in the question never getting asked. Couple that with a lack of knowledge of how to ask in the…
Christian Fea is CEO of Synertegic, Inc. A Joint Venture and Referral Marketing firm. He exemplifies how to profit from Joint Venture and Referral relationships by creating profit centers with minimal risk and maximum profitability.
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