Sales: Money does grow on trees, referral trees
Saturday, 14 November 2009 16:23 | 
Written by Ian Blackshire | 
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How many referrals did you ask for and get last week? If you have successful clients, at least 50% of your new business should be coming from referrals. If it isn't then you need to work out why. Statistics show that you are 33% more likely to close business from a referral and sales cycles are 50% shorter.
So why don't salespeople ask for referrals? Because most simply do not know how to ask or feel uncomfortable asking. Just like selling, you need a system for getting referrals.
Picture yourself as a like a tree in spring. Every time a prospect buys from you, you sprout another branch to your tree. If you are doing a good job, that branch can be a source of many referrals that will harvest many other branches.
The people we train identify why they personally feel uncomfortable asking for referrals and then build asking for referrals into their selling system. Learn how to get referrals, and you'll discover that money does grow on trees, referral trees.
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