How would you like to take your sales team's closing ratio from 20% up to 64%? It can happen by just encouraging them to knock on the neighbor's door. It sounds too good to be true, but working on referrals is the quickest way to increase your closing ratio by almost 40%. Most managers tell us they make their sales team ask for referrals. Still most sales professionals fail to do so. Here's an easy way to get that referral and rocket your sales closing ratio to a new level. Do you know who your next door neighbor is? Most Americans don't have any idea who lives across the street. We can thank too much television and the internet for that. Whatever happened to the good old days of "you watch my kids and I'll watch yours"? Try this on for size: go out and plan a block party. I'll write the invitation. "Join us for a pizza party this Friday! It's a chance for neighbors to meet each other, and we'll even pay for the pizza!"
Now you may be asking, "What does this have to do with increasing my closing ratio?" Okay, here goes: who's your best client? I know you can answer that, but can you tell me what business is right next door to them? And better yet--who is the decision maker? I'm amazed at the number of sales people who fail to go next door to their best client and ask for business. Or better yet, take that prized client next door and ask for an introduction. Talk about a referral!
If you own a business and you don't know who is next door, try taking your product next door for them to sample. Say you own a coffee shop and the guy next door is a barber. Take over some samples. Remember, people want to do business with people they know and what better way than to do business with your neighbor--or your neighbor's friends! If nothing else, it's a good excuse to order pizza this Friday.
So now we know we should be asking for referrals. But there's another step: follow-up. According to my reserarch 81% of referrals are not followed up. That means the sales person isn't even making the phone call on the prospect. Start asking your team to identify the client's next door neighbor and create a system of referrals and recommendations that will increase your closing ratio by 40%. It all starts by meeting your neighbor and learning to sell next door.
If you need more , log on to www.askdavetester.com
Now you may be asking, "What does this have to do with increasing my closing ratio?" Okay, here goes: who's your best client? I know you can answer that, but can you tell me what business is right next door to them? And better yet--who is the decision maker? I'm amazed at the number of sales people who fail to go next door to their best client and ask for business. Or better yet, take that prized client next door and ask for an introduction. Talk about a referral!
If you own a business and you don't know who is next door, try taking your product next door for them to sample. Say you own a coffee shop and the guy next door is a barber. Take over some samples. Remember, people want to do business with people they know and what better way than to do business with your neighbor--or your neighbor's friends! If nothing else, it's a good excuse to order pizza this Friday.
So now we know we should be asking for referrals. But there's another step: follow-up. According to my reserarch 81% of referrals are not followed up. That means the sales person isn't even making the phone call on the prospect. Start asking your team to identify the client's next door neighbor and create a system of referrals and recommendations that will increase your closing ratio by 40%. It all starts by meeting your neighbor and learning to sell next door.
If you need more , log on to www.askdavetester.com
About the Author:
before you send your sales team out in the street, listen to Dave's free audio clip on the sales makeover for your business. www.sportstester.com
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