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Even if you have the absolute best product or service in your category, you
may have some tough time making a presentation or closing a sale with
someone who does not know you. With the proliferation of scams and pyramid
schemes, you are bound to hit some brick walls.
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Let’s face it: we trust people we know. If your prospect doesn’t know
you chances are that prospect will erect all sorts of
barriers for you from “I am busy today,” or “I am not interested”
(uncaring about what it is that you are offering!), to the brusque “Get
out of my store!” While you may still be able to win their account, you
will have to work double time to get their attention and earn their trust and business.
Think it is hard? Of course! Sales is never an easy process. It is a
never-ending challenge.
Good thing, though, there are alternatives: Referrals.
Referrals are very effective means of getting new customers, confidently. It allows you easier access to the decision maker. The magic words, “I was
referred to you by so-and-so who believes that you need my product” could
easily open doors. Second, these leads are already pre-qualified the referrer knows that
the people they referred you to has need or would benefit from your
product or service. Third, people trust their friend’s or family’s
recommendation: “If my friend recommends you to me, then you must be good!”
How do you get referrals? Well, ask for it! Don’t wait for your
customer to volunteer that this so-and-so friend would welcome your offer.
Here are some of the ways other home businesses do that:
1. Call
customers and tell them you are expanding your business.
Ask them for the names of specific people you could call in their organization.
2.
Offer your customers incentive for referrals.
It may be cash, a gift certificate, or a discount on their next bill. Decide on
how much you’re going to give, and the conditions for paying referrers. You
may give out your incentive only when those referrals actually become customers.
3. If your customers are
businesses themselves, create
an arrangement whereby you give them a discount if they include your literature
in their regular mailings to their own customers.
By offering a few percent off your regular price, you get a direct mailing
campaign for free.
4. If you are selling through sales agents or telemarketers, you
can give them an added incentive to market your product.
An extra $5 per sale could entice them to offer your product to as many
customers as they can.
5. Even
a non-buyer can still give you referrals!
If your prospect is presently not interested in your offering, ask him or her to
refer you to other people who may be interested in your product or service. Who
knows, if they are impressed enough with you, they just might give you good
referrals.
6. If a client can’t think of a person who may need your product at the
moment, provide him or her with your marketing materials such as brochures,
business cards with your complete contact information.
Make it
easy for people to refer you.
7. When
you receive a referral, contact them immediately!
If you delay your offer and the person needs the product or service now, he or
she may turn instead to your competitor.
8.
Thank people who referred clients to you! Aside
from the cash, discount or gift incentives, send them a personalized note
expressing your appreciation for the business that you got from their referrals.
It will show people that you value their input, and may even push them to give
you more referrals!
As a home-based entrepreneur, you need to give utmost importance to
collecting referrals from your current clients. Never let a present client go
without asking them for suggestions on who else in their circle of friends or
colleagues could benefit from your offerings.
The key to getting referrals is by providing top-notch products and service
before, during and after the sale. Remember, only the most satisfied clients are
the ones most likely to offer referrals. Keep building good relationships and
hone your business networking skills.
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