Training Tuesday: Asking for Customer Referrals
Referrals are the easiest sales you’ll make. It’s your job to tell a purchasing manager that SunteckTTS offers the best service available; that’s what he expects you to say. But when he hears it from a fellow purchasing manager then that’s something entirely different.
Always ask for referrals! Asking for referrals is the difference between middle-of-the-pack sales agents and star performers. And yet sales agents are usually terrified to ask for referrals. Don’t be timid. Always start by asking for referrals within their own company, on-site and at different locations. Then, branch out and ask for referrals to businesses in the area where they might know a decision-maker.
When asking for a referral, try and get this information: company name, contact name, new contact’s title, what they ship, address, telephone number, and how your client is acquainted with the referral. You should also ask permission to use their name when making the call.
Ask every prospect you meet for referrals, and ask every satisfied customer for a testimonial letter. If they don’t have time, offer to type up their comments and then get their signature. You’ve got nothing to lose and everything to gain – ALWAYS ASK!
Using referrals and testimonials in your presentations and qualifying calls sends and reinforces the message that it’s a good business decision to trust you and SunteckTTS. Others have trusted you with good results.
People like working with a winner. In many ways it makes them feel like a winner too. When you demonstrate your successes you make the customer more comfortable with their decision to buy from SunteckTTS.
Repeat business and referrals are the two biggest keys to long-term success in transportation sales.