What is a referral

Some statistics on referrals:

Less than 15% of ALL sellers generate enough high quality referrals to impact significantly their income
Less than 30% of sellers asking everyone, even for referrals
Vendors who generate at least 25% of their business through referrals earn on average more than 4 times the amount of sellers that do not generate at least 25% of their business through referrals
High quality perspective is referred to more than 40 times more likely to buy a cold called prospect


What Do You Mean? I Get Referrals

Well, first we must define our terms. What I mean by success with referrals whenalmost person applying enough customers will get an opportunity to name and phone number?

For me, getting a name and phone number does not receive a reference. Anyone can have a name and phone number. In fact, this is exactly what most sellers get when they ask for a referral - just a name and phone number. Virtually worthless, and certainly not a reference.


Referrals are the most neglected sales

Although more efficient and effective method of finding and connecting with prospects there, the references have been totally neglected in the past. Nobody took the time to study how referrals can really be generated. Nobody thought to handle referrals, like all other aspects of the sale.

Every aspect of the sale process has been studied to death. "Cold calling has been analyzed and psychology of cold calling studied by hundreds of trainers. Overcoming objections, closing the sale process itself, the questions you should ask, and all other aspects of the sale has been studied in detail.

However, the only marketing tool most important to a vendor never crossed the "do a job and ask for references" stage even if it has been known for decades that this "system" does not work.


Finally there is a real, viable, efficient, proven process for reference

It's so far. Finally, someone has analyzed how the reference top vendors selling produce their huge volume or high quality references.

Would you be surprised to learn that they are not getting their huge volume of referral of high quality by doing what others are doing? I'm sure it does not.

I've studied the referral process used by 4 dozen true million dollar a year income sales superstars and I've created the PWWR Referral Generation System based on the best practices these super producers use.

What are they doing that is so different and yet so effective?
Everything.

They:
Refer a priority in their sales process
Inform the client before referring to them, they are based
Get agreement from his client give referrals after the sale
Informs customer references how they expect
Let the client know why giving references is in the best interest of the client
Make giving a large number of referrals to high quality easy for the customer - they work for the customer
Do not make the names and phone numbers - they are the direct introduction to perspective
Get more high quality recommendations year after year the same client

Posted by Supersub at 10:45 AM