Recommend new customers to grow their business faster and better. If you do not use recommended sales, you will lose 25% of your potential business. The sales technology that wins new business is not using sales people. The better way is to recommend potential customers to you through your existing customers.
The reason why the recommendation method is so valuable is:
1. Potential customers are recommended by people you know. In this way, you can shorten the process of becoming familiar with potential customers, and based on the commonality of friendships, acquaintances and business relationships, can also help you ease the pressure of initial contact understanding during the sales process.
2. Recommended ways to expand the business network. You can expand your relationship circle with each of the recommended potential customers, and then use this network to increase existing business and win new business.
3. Recommended way to reduce sales expenses. By requesting recommendations and following up potential customers, you not only save time but also reduce costs. Selling to a brand new object costs six times more than selling to a potential customer. Imagine adding sales people to sell at a high cost, and using new customers to recommend new customers is not expensive.
4. The recommended potential customers bring added value to the referees. When you follow up on a potential customer, win the business, and make him happy, the value of the referee is improved. The referee’s credit is improved and he is often thanked by this new customer.
5. Recommended ways to help you use your better sales force. Pleasant customers make up your strong sales force, and their word of mouth is a more effective way of advertising. You will often be asked to provide evidence of the credibility of a product or service, and your existing customer's recommendations can provide immediate credit benefits with little additional information.
Trust is a solid foundation for purchasing decisions. In a typical sales situation, trust is the primary problem in the minds of potential customers. He asks himself “How can I know that I can trust this person and this company?†You work hard; The appropriateness and beauty of the printed materials, you pay a lot; you also show the appropriate product proof to potential customers, ask good questions, and listen carefully to the answers to the questions; all in order to gain trust.
Brian Tracy is a quality sales training professional in the world who believes that building trust is a key step forward in the sales process. He said that trusting customers with customers accounts for 40% of the entire sales process. Other jobs are to reveal the needs of customers and provide solutions to problems. In this sense, the value of the recommendation approach is simple: the trust relationship already exists between you and existing customers, and between existing customers and potential customers. The recommended process allows you to quickly establish a level of trust with the potential customers you are recommending, which is a powerful advantage for starting sales.
Main type of referee
We often see a lot of help ads for professional sales people, and they all guarantee that there are no sales visits for strangers. In fact, companies can make this guarantee clearer, they can teach sales people how to get recommended leads from family, friends and business partners. In this way, the salesperson can request to recommend a new customer in a conversation with each existing customer and potential customer.
So, from which channels can we get better customer recommendations? The following channels are worth a try:
1. Most of the customer's recommendations come from satisfied existing customers, so the recommendations of existing customers are obvious. Salespeople cannot often request recommendations from long-term customers or customers on a regular basis (such as monthly). When customers like you enough and are willing to continue to do business with you, chances are they can and will continue to recommend new business to you. When these customers recommend to potential customers and they have benefited from yourself, then this potential customer will also strongly prefer to do business with you.
2. Friends and your circle of friends can be a huge source of recommended new business. So it's important that your close friends understand what your business is and what it brings to your existing customers. When friends also know what your ideal customers or customers should be, they will be able to find and recommend suitable prospects for you.
3. The fact that competitors' customers are big is often overlooked, but those who do not currently do business with us can often recommend some very valuable potential customers.
4. Supplier Datong suppliers maintain a strong relationship and can bring a large number of recommended services, especially if the supplier and our customers are the same type of business, but if the services provided by the two are not relevant, This is especially true.
5. Family members Many of us who swear not to mix business with family are reluctant to recommend business through family members. However, those who have benefited a lot from family members' recommendation business are very clear about the value of politely inviting family members to recommend business and immediately follow up.
Key link
As mentioned earlier, people we know – people in business relationships or business relationships – can recommend valuable prospects to us. However, these people cannot find the names and phone numbers of qualified prospects for us all day long. So how can we get this information? We need to ask for this information! Too easy? Indeed, but how do you ask for it?
How to open a recommendation business is a key part of the sales process. And look at this method: "Do you know people who can benefit from our services?" We have limited the choices of "know" and "don't know" to the recommenders, which provides a 50% chance for the referee to answer " do not know".
In order to increase our chances of success, first of all, we need to help the recommenders to start to straighten out their ideas from their own perspective. Second, we need to move from the "yes/no" choice to the "yes/yes" choice. Compare this more specific approach: “Which business in your office can benefit from our services?†Or: “Which of your neighbors will benefit from the specialized services you choose?†Specific questions, we can help the recommenders focus on one aspect, and we can improve our chances of getting one or two recommended potential customers.
To communicate with your customers, try this method: “Many of our new businesses are from people who do business with us like you. Which friends can you benefit from?†This strengthens our existing customers. Value, and open the door to opportunities for non-competitors to recommend new business. This approach is especially valuable when the customer/customer sees our cooperation as a competitive advantage.
Business Contacts
The key factor in recommending business follow-up is timely contact and first-time business contact methods. Contact is timely and important. The referee often informs the referee that his/her name has been told to us that the later we follow up, the more the business opportunity will be diluted. The time we follow up is too late and may be understood as an opportunity for us not to care about this new business, or our lack of organization, both of which will undermine our chances of working with the recommended potential customers. The duration of the previous impression is very long, so we need to quickly follow up and take advantage of the opportunity to recommend the business professionally.
Equally important to timely follow-up is the method of first business contact. We are usually not sure how much the relationship between the referrer and the referee has reached. To make up for this information flaw, we need to make the first business contact method as effective as possible.
If there is no plan or prior thinking, we might say: "Joe Jones said that I should call you." This will increase the burden on the potential customers who are recommended, and think you are investigating him. In fact, this potential customer may ask some questions to start the conversation, and this conversation may be the opposite of what we hoped.
Please try this method: "Joe Jones told me to call you, I promised him that I would." Today, anyone who follows the promise will be well evaluated. Therefore, through this method, we create a positive atmosphere for starting conversations with potential customers. This allows us to directly enter the meeting agreement, ask the potential customer a good question, understand his situation and needs.
Later, to win more referrals, there are some specific tips. These tips include: treating everyone you meet as a potential new business referral; developing a business recommendation policy for your sales force; guiding your employees to take effective steps to win more referrals; Establish and learn to win the recommendation business.
The business recommendation method achieves 10 times the profit at a cost lower than 1/5 of other sales methods. But none of us have done better in this regard. So, what is preventing you from increasing the recommended business volume?
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