Exponential Growth The Easy Way
The easiest way to grow your business is through referrals from
happy clients. But how do you get the referrals? Here's two ways to
get your clients and prospects to give you the names you need.
The Letter:
After you receive your Certified Sales Professional Certificate
send a letter to your client base announcing your award and thanking
them for their business. At the close of the letter say something
like this:
"As you know, my business depends on your referrals. I would
appreciate it if you would take a few moments and jot down three or
four names and phone numbers of your business colleagues that you
know would benefit from my services. If you would rather I don't use
your name when contacting them, please also note that. Just list them
in the space provided below and fax this letter back to me at (888)
555-1212. Again, thank you for your time and here's to continued
success for both of us!"
The Cards:
Add a stack of 3" x 5" cards to your sales kit. At the close of
each sales presentation take out four as you say, "Mr. Merchant, you
must know four people who would benefit from the program I've just
shown you. Could you give me four names I can contact?" Write down
each name on a card, then go back and ask for each phone number and
company affiliation. When you're finished ask if you can use Mr.
Merchant's name when approaching these new prospects.
Remember, the surest way to get what you want is to ask for
it. Ask for the referrals you want and your business will
prosper exponentially.
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