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Making Referral Business Your Business
How to turn even your toughest client into a referral source
When I was selling Acuras, I’d reached a very comfortable and rewarding 70% repeat and referral business. The breakdown is what’s important to note… While 30% of that total business came from repeat buyers, that number was only trumped by the amount of referral business, responsible for 40% of my total sales. Said another way, 4 out of 10 clients that bought from me, were referred by previous clients.
Now, I don’t care what your product or service is – referrals are where it’s at! What higher compliment could you receive from an existing client, than their referrals? Let’s face it – Whether they showed it or not, this client was impressed with you. So impressed, in fact, they were willing to put their name and reputation on the line.
This is a win-win-win:
For your existing client, they know how much their friend will appreciate them for having found you. For the referred client, the weight of anxiety and lack of trust (more…)
Tags: Acura, Bob Burg, client, Endless Referrals, referral, referrals, sales, Steve Dorfman, We Mean Business, win-win, WMB, word track
