Repping the Referrrals

In light of our prospecting talks in class over the last couple of days I thought it might be interesting to talk about one of the easier and more successful types of prospecting- the referral.  Prospecting can be a pretty scary thing for a lot of salespeople. Talking about your product or service in public can be awkward and seem desperate and making cold calls is never fun for anybody. Referrals on the other hand are incredibly easy and they provide you with new prospects who are at least slightly warmed up.

The first step to getting new customers is ALWAYS treating your current customers right. People like to talk, especially if they feel that they received bad treatment, so its very important to make sure that you are checking on your customers to make sure they are satisfied. Satisfied customers will brag to their friends about the deal they got or the experience they had, and this oftentimes leads to new business for you. In addition to natural referrals, it is oftentimes helpful to provide your customer with a referral sheet as part of the deal folder. Take advantage of a lull in the conversation towards the end of the deal (but not after its over) to give them a sheet with places for them to write in the names, numbers, email addresses, and any other info they have about their friends. Give them the sheet and ask them to fill out 3-5 spaces bey the time you come back, then leave to “check” on their deal. With you gone, and the expectation for referrals set, most customers will give you at least 2 or 3 names. Wait a couple days from the end of the deal to give your customer time to talk to his or her friends, then make the call. Oftentimes these people are eager to talk and learn more about the deal their friend got, and once the conversation is going, the ball is in your court.