You’ve just made a sale , but don’t rest on your laurels. Now you’re going to use that sale to get more referrals. After all, what better way to reach your next customer than through a customer who already understands the value of your product? Referrals drive 3-5x more conversions and give you a 25% higher profit margin – but you have to plan and execute them consistently.
This post is the eighth and the final part in our Masterclass series on how to build your sales pipeline . Building a strong sales pipeline is the #1 key to sales success. That’s why we created this essential step-by-step guide, to teach you how to build your pipeline the right way.
– Jeroen Corthout, Co-Founder ivory coast phone number data Salesflare , an easy-to-use sales CRM for small B2B companies
In this article, we’ll talk about the steps you should take after closing your leads to get more sales referrals.
1. Don’t hesitate to ask
Many salespeople are hesitant to ask for referrals. They worry about coming across as too demanding or not getting the response they want. Asking for sales referrals won’t cost you any business, and by not doing so, you could be missing out on valuable opportunities.
All you have to do is ask them to introduce you. You’re not asking them to bring you new business. Asking your customer to refer you to other people who might find value in your product is not salesy, needy, or entitled.
To make it easier, prepare key metrics to know if the customer is satisfied a scenario in your head.
Start by asking them if they know of any other people who could benefit from your products or services. If they say yes, respond by saying, “It would be great if you could give me 3 or 4 people I could contact.”
Even if they only give you one or two names, that’s two more leads than before you called!
After you have information about these potential clients, ask your referral client if you can mention them by name as your referee or if they are willing to make a few quick introductions. While it is best to get an introduction, some clients may not feel comfortable providing one. In this case, ask them if you can simply mention their name.
In any case, don’t forget to thank email leads database them and write down all the essential details. Plan to contact the referred prospects yourself or follow up on the introductions made by your client.
Pro tip: Always ask for sales recommendations in person or during a virtual meeting . As a bonus, don’t forget to ask the customer for a testimonial while you’re at it!
2. Automate the sales recommendation process
As soon as you start receiving more referrals than you can handle, you should consider automating the process. In fact, you should launch your official referral program.