Warm leads are easier to sell than cold calls, so satisfied customers should become your referral basis. Learn how the concepts of reciprocity, authority, and consistency affect referrals.
- Congratulations, you made the sale.…But this isn't the time to rest on your laurels,…because the sales process isn't over yet.…Ideally, you'd like to write more business…with people or organizations like the one you just landed.…You don't want to leave that to chance.…Handing someone business cards and asking them…to pass them out is a fail.…Although people might say they'd be happy to do that,…the reality is they don't, because they don't carry…your business cards around with them all the time.…
It's more likely they'll keep them for a while…then toss them in the trash.…I'm not a fan of asking for names…and numbers right after the sale either,…because your new customer needs time to see…if your product or service and your company…live up to their expectations, but here's the reality,…it's not likely customers will go…out of their way to promote you.…You have to ask them and make it easy for them to do so.…What I'm about to share requires a little effort…on your part, but will pay big dividends over time.…
First, you should have connected with your customer…
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- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals