Posts Tagged ‘sales recommendations’

Simply Speaking Sales Referrals Are Priceless

Sales referrals are like gold, actually more valuable. When trusted colleagues or friends either make a sales recommendation or provide a name when asked, this action usually means increase sales for the beneficiary of the sales referral.

sales-referralsHaving just relocated 1825 miles away from where we lived for 30 plus years, finding new service personnel who deliver high quality work truly hasn’t been much of a challenge.  First, the Internet through reviews which are indirect sales referrals helped locate the Internet provider.  Then I also learned the previous owner had also subscribed to this provider.

We required an inspection and potential repair to an old built in Tappan built inn oven.  Again, doing Internet research I discovered a local appliance shop that repaired Tappan ranges and sold appliances.

Their service personnel were both efficient and effective.  I truly love it when service personnel show up on time.  The end result of this experience was $2,000 in sales for this local appliance firm.

Also, we had an unexpected plumbing issue on a Sunday afternoon.  I called our realtor who provided the name of the only local plumbing firm she has used.  We called and the plumber solved our plumbing issue. Also because of his efficient and effective service, we took his recommendation about another serious and potential plumbing. He came back the next day and fixed that issue. Again, between the two service calls and the parts we purchased from a local hardware store, another $1,500 was added to the local economy.

Finally with two fenced acres of land, we decided it was time again for a dog. Another text to our realtor and she recommended a local human society.  Within 72 hours, we adopted a rescued three month old puppy. This was our less expensive cash outlay, less than $2o0 for adoption fee and food.

Sales referrals are indeed priceless.  Money cannot buy authentically given sales recommendations. Note the key word is given.  Even with the rampant use of the Net Promoter Score (how likely are you?), unless people actually take action and make a sales referral such scores are really useless.

Of course, one must also be willing to give sales referrals and that includes writing online reviews or even better yet, sending written letters of testimony.  I know I have several I must write in the next few days.

If you want to increase sales, make sure every contact with potential customers and existing customers is exceptional so you too can benefit from those priceless sales referrals.

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Time to Leverage the Sales Currency of the Future

Yesterday I heard Nikolaus Kimla, CEO of Pipeliner CRM, make this very insightful statement:

“Recommendations are the sales currency of the future.”

He is so right in that people buy from people they know and trust.  Recommendations or testimonials reaffirm that trust bridge between the buyer and the seller.

Just recently in working with a sales coaching client, one of the salespeople said the reason a new patient came to their office was because of the written along with the video testimonials on their website.

SMB owners, salespeople and those in the C Suite have the opportunity right now to get ahead of the flow and start gathering all those recommendations and testimonials. Yet how many in sales actively leverage this sales currency by just asking for recommendations?

Sales Coaching Tip:  The third phase and final phase of the 7-step-sales-process-advsys is “Keeping” where people ask for recommendations as well as sales referrals.

The value of recommendations go beyond some positive words.  In many instances recommendations generate sales referrals.  This is what some in the past would call the “mother lode.”

Right now jump over to LinkedIn and look at your recommendations received and more importantly given.  Do you make it a priority to give authentic recommendations?

If you think recommendations lack sales currency, how many times do  you read the online product or business reviews?  Those are rated recommendations. Have you ever bought or not bought because of these reviews?

To increase sales requires being ahead of the flow as well as of knowing where the flow is going.  Leveraging recommendations can propel your business ahead of the flow while increasing your sales currency.

Doesn’t it make good business sense to undertake those actions now in the present?

Leanne Hoagland-Smith is Clarity Strategist for Forward Thinking sales culture. She works to close the knowing doing gaps that restrict sustainable business growth. Call her at 219.508.2859 Chicago USA time.

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