Utilize the power of referrals from "summary" of How I Raised Myself From Failure to Success in Selling by Frank Bettger
Referrals are one of the most powerful tools in a salesperson's arsenal. When someone refers you to a potential client, they are essentially endorsing you and your services. This endorsement carries a lot of weight because people trust the opinions of their friends and family. This trust can give you a significant advantage when trying to make a sale. However, many salespeople fail to take advantage of this powerful tool. They either don't ask for referrals or they don't follow up on the ones they do receive. This is a mistake. Referrals are like gold in the world of sales. They can open doors that would otherwise be closed to you. To successfully utilize the power of referrals, you need to be proactive. You should always be on the lookout for opportunities to ask for referrals. Whenever you complete a successful sale, ask your client if they know anyone else who could benefit from your services. Most people are happy to help, especially if they were satisfied with your work. Once you have a list of referrals, it's essential to follow up on them promptly. Don't let these valuable leads go to waste. Reach out to each referral and let them know that you were recommended to them. This will give you an instant foot in the door and make it more likely that they will be receptive to your pitch.- Referrals are a powerful tool that can help you succeed in sales. By being proactive in asking for referrals and following up on them diligently, you can tap into a network of potential clients that you might not have had access to otherwise. Don't underestimate the power of word-of-mouth marketing. It can be the key to taking your sales to the next level.
