| Relationship selling is about developing a sincere | | | | Chances are they will say yes to at least one if |
| relationship with your prospect. When you take | | | | not all of these questions. |
| the time to do this even if a sale doesn't take | | | | When you explain the reason for these problems |
| place you are positioned to ask for a referral. | | | | is simply that the salesperson didn't have the time |
| Asking for a referral is part of the sales process. | | | | to follow up with them effectively. Instead of |
| Just as you need to ask for the sale, you must | | | | taking care of their existing customer they |
| also ask for a referral. You must also do some | | | | needed to be out drumming up new business. |
| ground work before you ask for the referral. | | | | Thus leaving their client's needs to be met |
| Relationship selling isn't about you. It is your job to | | | | whenever they could find a small window of time. |
| focus on their needs. At the same time you must | | | | When properly explained, your customer will grasp |
| also communicate to them why it is in their best | | | | how referrals are in their best interest. It is all |
| interest to give you referrals. Not just the odd | | | | about them after all. They don't want problems. |
| one or two referrals; we're talking about a large | | | | So if they can legitimately help you pay more |
| number of highly qualified referrals. | | | | attention to them they will give referrals. People |
| Educate your client so they understand that most | | | | are self-centered. They will give referrals because |
| sales people are spending up to 80% of their time | | | | it helps them not you. |
| prospecting for new clients leaving only 20-30% | | | | Now of course you must come through with |
| of their time to devote to their existing client | | | | results. They may agree to give you a referral |
| base. By asking a few questions you can help | | | | after the sale but only if you perform. You must |
| them understand the value of you having more | | | | meet their expectations or you not only won't |
| time to meet their needs. | | | | get the referral you will have also lost credibility |
| Ask them: | | | | with the client. |
| - Can they think of any past experiences where | | | | The relationship selling process naturally lends itself |
| the sales person didn't monitor their purchase? | | | | to asking for referrals. Customers are motivated |
| - Have they ever had difficulty contacting their | | | | by the care you can afford them beginning with |
| sales rep? | | | | that first meeting. As part of the conversation |
| - Did the sales person keep them informed during | | | | take the time to explain to your client why you |
| the sale? | | | | work by referral and why providing referrals is in |
| - Have there ever been any concerns that were | | | | their best interests not yours. As long as you live |
| not dealt with in a timely manner? | | | | up the promises you make most clients will be |
| - Have they ever had an experience where their | | | | open to giving you several quality referrals. |
| expectations weren't met? | | | | |