how to improve sales force training
Beverly Tabbs
September 07, 2007
Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. The first step to implementing any successful lead generation system is to get your attitude right. Becoming a “Master of Referrals” requires the proper referral attitude.
Many sales people believe that by asking for referrals they’re putting people on the spot or being pushy. “I’ll wait and if they want to refer someone to me they will”. If this is your attitude you need to change it.
Do you care about the people you do business with? Does that caring come “from the heart” instead of from your pocket? Do you care about the products or services your client’s friends are buying? Do you believe your product or service is the best?
I figure your answer is yes!
If you truly believe your product or service is the best money can buy and you care about your clients and their friends, you’re doing them a disservice when you don’t implement this lead generation system of asking for referrals. If you don’t they may end up with one of your competitors who offers less benefit, protection and advantage as you do.
Your job is to make sure everyone in your client’s network is looked after by the best. So make sure that’s you!
You see, your clients are probably too busy to continually think about helping people in their network. By using a lead generation system of asking for referrals you’re giving them an easy way to help their friends. You’re making sure they get the same top quality products and services.
You’ve Got to Create a WOW Experience
Most sales people only try to satisfy their clients. Statistics show that two out of three consumers that were merely satisfied with a company will never return. If you only meet the client’s expectations, you’ll never see two thirds of them again and you won’t receive an abundance of referrals.
So how do you get a client to come back to you again and again? How do you get your current and past clients to give you a personal endorsement to their friends and relatives?
By implementing the second step of this lead generation system and creating a WOW experience! Make every clients experience special!
How many of your friends, family and business associates would you refer to a company that…
Takes care of your needs better than you ever expected
Delivers more than they promise
Makes you feel special every time you communicate with them
Delivers amazing results for you
If you take the time to create a WOW experience for your clients, it’s very possible every one of them will be selling for you.
Many sales people believe that by asking for referrals they’re putting people on the spot or being pushy. “I’ll wait and if they want to refer someone to me they will”. If this is your attitude you need to change it.
Do you care about the people you do business with? Does that caring come “from the heart” instead of from your pocket? Do you care about the products or services your client’s friends are buying? Do you believe your product or service is the best?
I figure your answer is yes!
If you truly believe your product or service is the best money can buy and you care about your clients and their friends, you’re doing them a disservice when you don’t implement this lead generation system of asking for referrals. If you don’t they may end up with one of your competitors who offers less benefit, protection and advantage as you do.
Your job is to make sure everyone in your client’s network is looked after by the best. So make sure that’s you!
You see, your clients are probably too busy to continually think about helping people in their network. By using a lead generation system of asking for referrals you’re giving them an easy way to help their friends. You’re making sure they get the same top quality products and services.
You’ve Got to Create a WOW Experience
Most sales people only try to satisfy their clients. Statistics show that two out of three consumers that were merely satisfied with a company will never return. If you only meet the client’s expectations, you’ll never see two thirds of them again and you won’t receive an abundance of referrals.
So how do you get a client to come back to you again and again? How do you get your current and past clients to give you a personal endorsement to their friends and relatives?
By implementing the second step of this lead generation system and creating a WOW experience! Make every clients experience special!
How many of your friends, family and business associates would you refer to a company that…
Takes care of your needs better than you ever expected
Delivers more than they promise
Makes you feel special every time you communicate with them
Delivers amazing results for you
If you take the time to create a WOW experience for your clients, it’s very possible every one of them will be selling for you.
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