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The #1 Lead Generation System of Top Sales People
Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. The first step to implementing any successful lead generation system is to get your attitude right. Becoming a "Master of Referrals" requires the proper referral attitude. Many sales people believe that by asking for referrals they're putting people on the spot or being pushy. "I'll wait and if they want to refer someone to me they will". If this is your attitude you need to change it. Do you care about the people you do business with? Does that caring come "from the heart" instead of from your pocket? Do you care about the products or services your client's friends are buying? Do you believe your product or service is the best? I figure your answer is yes! If you truly believe your product or service is the best money can buy and you care about your clients and their friends, you are doing them a disservice when you don't implement this lead generation system of asking for referrals. If you don't they may end up with one of your competitors who offers less benefit, protection and advantage as you do. Your job is to make sure everyone in your client's network is looked after by the best. So make sure that's you! You see, your clients are probably too busy to continually think about helping people in their network. By using a lead generation system of asking for referrals you are giving them an easy way to help their friends. You're making sure they get the same top quality products and services. You've Got to Create a WOW Experience Most sales people only try to satisfy their clients. Statistics show that two out of three consumers that were merely satisfied with a company will never return. If you only meet the client's expectations, you'll never see two thirds of them again and you won't receive an abundance of referrals. So how do you get a client to come back to you again and again? How do you get your current and past clients to give you a personal endorsement to their friends and relatives? By implementing the second step of this lead generation system and creating a WOW experience! Make every clients experience special! How many of your friends, family and business associates would you refer to a company that? ?Takes care of your needs better than you ever expected If you take the time to create a WOW experience for your clients, it's very possible every one of them will be selling for you. One of the easiest ways to get referrals is too continually over deliver. If you give much more than you promised, people will want to help you in any way they can. Over delivering should be the way you do business. The referrals, thank you notes and new friends you make are the bonuses you receive for doing your job. Make a genuine difference in people's lives and you'll always get lots of referrals. Make it Easy, Fun and Enjoyable to Refer People to You People don't like doing difficult things unless there's an incredibly rewarding benefit in doing so. Even then many people still won't do something that appears too difficult. Many salespeople's clients are unsure about who to refer. Which means they have to do all the work by figuring out who to refer? So they may end up referring no one. Make sure your clients know exactly who to refer. Otherwise you are not going to get a high quantity or quality of referrals. The third step of this lead generation system is give each client a good idea of who they could refer. For example, The Realtor you recently purchased your home from could say to you? "Do you know anyone who recently had a baby, got married or received a promotion and might be thinking about buying or selling a house? If you do, I'm sure they could benefit from my services. After all you know how good my service is. So, please introduce them to us. If you do I'll be sure to do something wonderful to thank you." You can see how this helps you know "exactly" who the Realtor is looking for. So make sure you show a genuine interest in your clients, their families and friends. Make it your business that they receive the best products and services available, YOURS! Create a WOW experience for every client you do business with. Make over delivering your way of doing business. And make it easy for people to refer new clients your way by telling them who to refer. Follow the three steps of this lead generation system and you are on your way to creating an abundance of new target clients and becoming a Master of Referrals. Jim Klein is the owner of From The Heart Sales Training. He helps sales professionals attract new clients, close more sales and generate an abundance of referrals so they can increase their income and enjoy life more. Click Here Now to check out his personal sales coaching program. Click here now for free Sales Training. Sign up for our newsletter "The Sales Advisor". Each issue contains sales tips, techniques, articles, tools, products and up-to-date sales and marketing ideas.
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Coaching Top Ten No Money Promotion Ways That Create New Clients and Fast Sales Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? How To Win Business By Networking In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals. Top 7 Psychological Triggers For Unlimited Sales Did you know that there are specific psychological triggers you can use to influence the decisions of peoples and persuade them to buy what you are selling? Get Tough You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and emotional toughness affects you everyday, both on and off the job. Selling White Space Almost all Internet Marketers have a basic idea of what they want to achieve in their careers. They may want to close more sales and earn a higher income. The process is quite simple. They craft a targeted letter with a powerful offer and post it on a web page. However, somehow they do not achieve the success they desire. Why? Why is it that intelligent, motivated, hard-working individuals are not achieving the success they deserve? It is because they don't know to sell white space. They pay all attention to sales letter vital elements: The Headline. They create a power headline to get the reader's immediate attention and create curiosity. Grrr! Why Arent I Making SALES?! Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. What compounds this difficulty is the fact that most online marketers have absolutely no experience in the field of advertising and sales. How To Become A Sales Superstar And Have Fun Winning More Business - Start Here! One of the interesting things about being a coach and speaker is that I have the good fortune to work with lots of different people from all sorts of different types of companies, markets and backgrounds. Whilst I do work (on the motivation and public speaking side) with non-sales people probably 95%+ of the work I do is with sales teams of some sort or other! As such, I get a real insight into the challenges and issues that many top sales performers face and also into who they are and what they believe. The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many sales people encounter, the fact that many salespeople lack self-confidence is not surprising. Top performing people in any industry typically possess a high level of self-confidence. They may not necessarily possess this confidence all their lives. 3 Steps To Immediately Increase Sales Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions. Increasing Your Sales FASTER -- Dealing with Ill Think It Over. Do you frequently hear that from a prospect? How To Go Perpendicular In Your Sales Territory First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?" How to Reduce Sales Resistance Sales resistance is a fact of life for most sales people. We encounter sales resistance in 5 specific areas. In any sales transaction we must negotiate these 5 barriers. They can be real and permanent, which means no sale. Or they may merely represent perceptions that the prospect currently entertains through lack of knowledge. These perceptions can be changed through the sales process resulting in a sale. Turning Sales Techniques Into Sales Success! The goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions. See my article, The Processionary Caterpillar Syndrome Costs You Sales? Sales Prospects Avoiding You? This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this as well. Every time I have talked to him, he has been very interested and seemingly aware of the problem in his company that our product can help solve. I sell print management and print tracking software and the prospect acknowledged that the cost of printing is an issue for his organization. Last time we talked, he indicated he needed to gather some information regarding his current operating cost (which we most likely would be able to cut) before coming in for a demo. But when I called back at the time we had agreed upon, I kept getting voicemail. I have not been able to get him on the phone and he doesn't respond to the voicemails I left either. What do you recommend I do?" When Sales Prospects Won't Take Your Calls Be Yourself Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this the words you choose and your behavior that makes the connection with the marketplace all about you. The Art And Science of Closing - How To Close More Sales Right Now One of the questions I often get asked as a sales coach by sales people and business owners alike is, "How do I close sales better? What closing techniques would you recommend?" Sales Skills for the Non Sales Professional Have you ever wondered how in the heck you are going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You've always detested selling, and you can't see yourself doing it! As a matter of fact, sales people are a HUGE turn off to you!!! The Top 10 Powerful Tools for Growing Sales Through Creating Connection Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer?NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. Keep Sales Simple For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things that made us successful to begin with. Sell Yourself, As Well As Your Product When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves.
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