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This intel has been classified as Unpublished Original Content, which means it first appeared on Qassia.
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November, 2008
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Why Customers Want to Give Referrals
Asking customer for referral is a must in sales. This is really great boost in your sales. You should ask your customer for referral asking him using "aided prompts" like this: "Are there members of your family ... or people who you work with ... or your friends who might be interested in same deal you reveived?" Many customers want reinforcement that they made the correct purchase decision, validation that they bought right product. Giving a referral makes referrer an authority on the product. Giving salesperson a referral is like giving approval to him for selling. Giving a referral is a type of "word-of-mouth" advertising, the most powerful advertising on earth. Recently I made company only on this type of advertising and personaly can confirm power of this method. Remember that many customers like to be the discoverer. Most new, satisfied customers are loath to criticize themselves and most happy customers are happy to help you to make other people happy. Every sale starts with a lead, an introduction, a referral. More than 75% referrals from good customers become new customers ... and those new customers lead to more and more customers. |
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Added by SalePerson on April 30, 00:30 AM.
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Awesome! This is a habit I use without thinking about it. It works both ways. Not only asking for referrals but asking the customer for permission to use them as a referral.
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