Referrals are one of the panama phone number list
most valuable tools in a salesperson’s locker.
Think about it. You’ve done a fantastic job and found the perfect solution for your prospect. They’re delighted with the service you’ve provided and the efforts you’ve taken to overcome their problems, and they’re happy to sign on the bottom line.
Chances are, they know lots of people in similar jobs who face similar business challenges.
Those people could be a great fit for your product, too. By asking for an introduction, you’re not only building a stronger sales pipeline –– you’re leveraging the power of word-of-mouth marketing as well.
So it’s no surprise that B2B companies with referrals have a 70% higher conversion rate and report a 69% faster close time, according to research from Influitive and Heinz Marketing.
Take Business Insurance USA for example. They use a simple plug-in to display all of their reviews on their website as they come in:
This simple change on their website increases conversion rates by putting customers at ease.
They End Pitches With a Question
Once you’ve ended a pitch, use reviews in marketing materials
it can be difficult to move the conversation along. You want to know whether the prospect liked what they heard, but you don’t want to put them on the spot and risk scuppering the deal.
That’s why it can often help to end your pitch with a simple question. Something like:
- Did that make sense?
- Are there any other points you want me to discuss?
- Would you like me to repeat anything?
These questions can help you understand your customer’s mindset without asking them outright. If they have concerns, chances are they’ll reference them at this point.
Yet many salespeople don’t take advantage of this. In a hurry to close one deal and move on to the next, they fail to ask for referrals. Or perhaps they’re simply embarrassed to ask for a recommendation.
Get into the habit of asking for referrals each and every time –– even with prospects who don’t go on to buy from you. It’s the best way to leverage the powers of referral marketing.
Bringing it All Together
There are lots of tactics europe email
that can help salespeople improve their performance. And convert more prospects into paying customers.
You can leverage the latest sales and marketing technology, learn more about your industry, and figure out how to communicate your value proposition more concisely.
But ultimately, being a top sales performer boils down to understanding your customers.
If you know the problems they’re facing and exactly why they’d want a product like yours, you’ve already gone a long way toward closing the deal.
Author: Freya Laskowski
Freya is a personal finance expert and founder of the CollectingCents website that teaches readers how to grow their passive income, save money, improve their credit score, and manage debt. She has been featured in publications like Business Insider, Fox Business, the Huffington Post, and GoBankingRates.