Thursday, July 12, 2007

Thursday is 3 Minute Sales Tip Day: Ask for Referrals, And Get the Answer You Want!

Dear Friends,

Last week we talked about how to Make a Great Impression with the Right Body Language, Actions Speak Louder Than Words

Here is part 2 of our 10 week Thursday's 3 Minute Sales Tip Ask for Referrals

1. Actions Speak Louder Than Words
2. Ask for Referrals
3. Beyond the Entrepreneur
4. Countering Objections
5. Finding Your Niche
6. Focus on Your Sales Strength
7. Knowing When to Say No
8. Don't Talk, Listen!
9. Negotiating Like a Billionaire
10. Sell Yourself to Prospects

Today's tip is both a 3 Minute Referral Tip and a 3 Minute Sales Tip

Ask for Referrals
And Get the Answer You Want!

Too often, people are frightened of asking for referrals. Is it the fear of rejection, or are they concerned about annoying their prized clients? If you're providing truly exemplary service, you shouldn't be ashamed to ask for the opportunity to provide that same service to other people your clients know! In fact, it should be the next natural step after asking a client how the service was.

The way you ask this question, however, is very important. Open−ended questions help people to brainstorm, instead of giving them the chance for a simple "Yes" or "No" answer. Instead of asking, "Do you know anyone else who could use my services?" ask, "Who do you know who could use my services?" That is Level 1 dialogue and the difference in how they respond is amazing! Here is the Level 2 dialogue which I normally keep a secret and only share at my seminars and work shops. "Who's the next person that you know (pause) and you like to refer me (pause) that could use my services?"

Let me explain those Magic Words.

1. Who's the next person that you know...
This opens the mind by using a question "Who Is" gets the mind thinking

2. and....
The word and is what is called a breaker state it stops the current line of thought and still leaves the unconscious mind open.

3. You like to refer me...
Read that by it self YOU LIKE TO REFER ME that is an embedded command. you are embedding in the customers mind that they like to refer you.

3.that could use my services?... ending the sentence with a question leaves the mind open to further discussion

There is no way for the person to say "no" to that question... that's not even a possible response.

It's also critical to expect the referral. When your tone or facial expressions show that you don't really believe your client will have a good answer, they won't have one! Don't let your body language change your question into, "I don't suppose you have any referrals for me, do you?" Instead, expect the referral like it's the most natural thing in the world. With enough practice, it will be!

If people seem tentative, or they say they'll think about it, tell them you'll get back to them, and set a specific time to do so.

Keep the appointment, even if it's just a phone call. Remind them that this is the way your business model works. You "get buys" with a little help from your friends.
You can also use this language in the signature of your email, below your name and contact information.

Every email becomes a mini−billboard, even when you're out of the office and have your auto−responder set.

One of the best referral generators I've heard of is simply a delicious fruit basket. One of the nation's top loan originators, pioneered this technique. He sends a fruit basket to his client after the close of a successful loan. Unlike candy, which tends to get hoarded by the recipient, fruit has a built−in expiration date, so people keep it on display to share. He sends this fruit basket to his client's place of employment, which makes them feel special. When co−workers ask where it came from, the client simply says, "My loan executive gave it to me." This opens the door to many subsequent referrals.

Stay tuned for more 3 Minute Sales Tips for improving your business! See you next Thursday for tip #3. Beyond the Entrepreneur

Thanks for spending 3 minutes with me...
The best is yet to be!

Your Trusted Advisor For Life.
Jeffrey Stanton

You read Jeffrey's Journal every week because you, like me want the best for yourself.
And you, like me want to build a strong referral based business.
Who else like you, like me loves referrals that you can share this blog with right now?

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