THE POWER OF REFERRALS
Although I have dealt with Referrals previously and intend to again deal with referrals after this sector, one should never underestimate the supportive power and the strong influence they have over the selling process. That is why I’ve taken the time I have on referrals. This sector reveals one more dynamic you should be aware of, or at the very least, carefully consider.
REFERRALS ARE YOUR BEST ALTERNATIVE TO ADVERTISING AND SELF-PROMOTION
Most people don’t understand the value of referrals even though the highest paid sellers around the world profess that Referrals are their primary source of business. In fact, these same super-sellers will quickly testify that Referrals are still the best and cheapest form of promotion in any form of business.
So lets have a look at when do these professionals say is the best time to promote the collection of referrals, at the beginning of the call, or at the end of the call? This may surprise many. The best time to begin the process of collecting referrals is AT THE BEGINNING. Those same experts also know how to sell referral gathering to the prospect, how to get the type of referrals that pay off and the best way to involve your prospect in referral gathering. The prospect can even set up the salespersons appointment, and if worked properly.
Referrals have the power eliminate other forms of advertising. This is why I am so strong on Referrals. Worked properly, Referrals have the ability to re-write the bottom line and dramatically increase profits.