The Chronicle’s Business blog/jerry bellune

Our friend Ruth King told us about her friend who asked for referrals for their new air conditioning system. None of the sales people asked why the friends called. Make sure your salespeople ask how prospects heard about or who suggested you. Then thank those who referred you. Prospects who call your company on recommendations are passive referrals. No one in your company solicited the referral. It came because of a great job you did and your happy customer referred others to you without being prompted. These referrals prove you did a great job and the customer was happy to mention you. Active referrals come when you ask customers for them. Many do it through social media: “If you liked our service, please review us on Google, Yelp, etc.” Active referrals can come from incentives. By offering a gift, product or service for referrals, some customers become de facto sales people for you. Put a statement on the bottom of your invoices that says, “We grow our company through referrals from family and friends. If we did a great job, please let them know. “If we didn’t, please let us know.” We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.” For a $20 personally autographed copy, contact us at 803-359-7633 or email mailto:Jerry-Bellune@yahoo.com Jerry-Bellune@yahoo.com.

Copyright 2019, The Bellune Co., Inc.