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Referrals are much easier to win than any other form of lead. There is nothing better than a recommendation from a satisfied existing client. You can educate clients to provide referrals. The best time is when you have just won a sale, especially if the lead is through a referral. For example.

‘Our business is built on referrals and that is how we manage to keep our costs down. Once we have finished the project and you are happy then I will ask you for a testimonial and a couple of people you know who might also benefit from …….. I hope that’s OK with you….’

As long as they do not say no then you have their permission to ask them for a testimonial and referrals at the appropriate point. Remember to follow up though as they will be expecting it.

Did you ever wonder what the consequences of seemingly everyday actions can have in years to come? You know, like saying hello to a stranger, making a cold call, or attending a networking event?
I can remember once reading

I can remember last year trekking at high altitude in Peru. There was a group of us who went trekking in the Sacred Valley. The air was thin and we were not able to walk very fast. It seemed like we were walking at a snail’s pace and yet when we occasionally looked back at [...]

It seems that everybody is jumping on the green band wagon. Their products and services are now incredibly environmentally friendly. Its great that green is now cool and business is beginning to care more about our planet at last.
There is another way that you can…Read the rest of this entry »This resource is only [...]

“When you change the way you look at things, the things you look at change”
Wayne Dyer
I have to tell you that when I first started in sales I struggled with so many of the ideas. You see my experiences of sales people w…Read the rest of this entry »This resource is only available to members. [...]

One of the things I do with clients is to help them really understand their target audience and the potential motivations to want to buy my clients’ services. The next stage is then to communicate to the target audience and press the emotive buttons. This involves d…Read the rest of this entry »This resource is [...]

I was having a cup of coffee yesterday with Mike McNulty of the Performance Business. Michael specializes in helping people perform their roles in life with confidence a…Read the rest of this entry »This resource is only available to members. Please Login or Sign-Up as a member for instant access.

I had an accidental sales person come to me a few days ago for a ‘pick me up’ coaching session.
He said to me ‘I must be doing something wrong. No one seems to want to buy.’
When I asked about his activity levels and how many deals had fallen through…Read the rest of this entry »This [...]

Do you have clarity of your business proposition? Do your prospects understand clearly what you can do for them and why it is important they talk to you? This is one of the most fundamental challenges accidental sales people have, in my experience. This is more important …Read the rest of this entry »This resource [...]

I have been preparing for a chamber of commerce talk I am giving in a couple of days time on ways to significantly grow sales without sales training. One of the areas is in relation to existing customers. I see so many smaller businesses that are struggling to generate en…Read the rest of this entry [...]