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The Most Underused and Powerful
Method of Lead Generation.
by Jim Klein
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.
One of the easiest
ways to get referrals is too continually over deliver. If you give much more
than you promised, people will want to help you in any way they can.
Over delivering should be the way you do business. The referrals, thank
you notes and new friends you make are the bonuses you receive for doing your
job.
Make a genuine difference in people’s lives and you’ll
always get lots of referrals.
Make it Easy, Fun and Enjoyable to Refer
People to You
People don’t like doing difficult things unless
there’s an incredibly rewarding benefit in doing so. Even then many people
still won’t do something that appears too difficult.
Many
salespeople’s clients are unsure about who to refer. Which means they have
to do all the work by figuring out who to refer? So they may end up referring
no one.
Make sure your clients know exactly who to refer. Otherwise
you’re not going to get a high quantity or quality of referrals.
The third step of this lead generation system is give each client a
good idea of who they could refer.
For example, The Realtor you
recently purchased your home from could say to you…
“Do you
know anyone who recently had a baby, got married or received a promotion and
might be thinking about buying or selling a house?
If you do, I’m
sure they could benefit from my services. After all you know how good my
service is. So, please introduce them to us. If you do I’ll be sure to do
something wonderful to thank you.”
You can see how this helps you
know “exactly” who the Realtor is looking for.
So make sure
you show a genuine interest in your clients, their families and friends. Make
it your business that they receive the best products and services available,
YOURS! Create a WOW experience for every client you do business with. Make over
delivering your way of doing business. And make it easy for people to refer new
clients your way by telling them who to refer.
Follow the three steps
of this lead generation system and you’re on your way to creating an
abundance of new target clients and becoming a Master of Referrals.
About the author: Jim Klein is the owner of
From The
Heart Sales Training . He helps sales professionals attract new clients,
close more sales and generate an abundance of referrals so they can increase
their income and enjoy life more.
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