Running a small business in today’s economy requires a departure from conventional business rules. In order to sell a product or service, businesses can no longer rely upon old-school sales tactics of bygone eras: Prospects are overwhelmingly distrustful of the traditional sales pitch, they’re busier than ever and they have access to more information than ever before.
As a result, small business owners must master a new set of tactics in order to make sales.The key is to start with strong referrals.
It’s no secret that getting referrals from clients who believe in your services is an effective way to connect with new clients. But in today’s business world, it’s not enough to just get referrals — they have to be strong, and there have to be lots of ’em! Here are five ways to get lots of strong referrals:
1. Stop calling them “referrals”! Salespeople often tell me that when they ask for a referral, all they get is a name, a phone number and an instruction to “tell him I sent you.” This is not a referral — it is, at best, a warm lead. The term “referral” is vague and unclear, which is why requests for them can frequently lead to disappointing outcomes. Instead of asking for referrals, ask for introductions. You want to be introduced directly to the person you want to meet, after all. The introduction can take place via face-to-face meeting, phone call, email exchange, or social media, but the key is that an actual introduction is made. Now, promise yourself you’ll never ask for a “referral” again!
Written By Marc Wayshak
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