Good Morning
Referral Agents,
My mind is kind
of blown by that whole #2 in the nation in self gens report yesterday. It got
me thinking, “I don’t feel like I am doing anything special.” I just talk to
people … constantly. And my opening line is pretty straight forward, “Hey, you
been thinking about getting some new carpet or flooring in the near future?”
And their answer doesn’t really matter. If yes, then “I would love a chance
help you out!!” If No, then “Well now that I’ve asked you’re probably gonna
start thinking about it.” Either way, I have a business card ready to hand
them. In my self gen business, just like
with Empires leads, people are at all different stages of the buying process.
We must constantly be filling our pipelines.
To me it is a
numbers game. Now don’t get me wrong, it’s not a numb, mindless quote producing
assembly line. Every single person I meet gets 100% of my attention, caring, knowledge
and absolute BEST efforts. And though I always give the customer a chance to be
a one call close (especially all my ET appts) and order on the spot, I do not
do the high pressure, used car salesman thing. Seriously, they do not care how
much we know until they know how much we care. I know it sounds cliché, but it’s
true.
Once we’ve
treated our customers like they are kings & queens, it makes it a lot
easier to ask some of these follow up questions and statements for SOLD &
QUOTE alike:
"I'm really
glad that we’ve met. Thank you for your order. I'm always looking for
referrals and wonder if you know anyone else who might be interested in carpet
or flooring."
“We’ve found that
people would rather do business with others they know--or know of--than with
strangers, who can you think of that might be interested in doing a carpet or
flooring project?”
Pre-Ask for
referrals: “When I do a great job for you--and I will—will you agree to give me
a couple referrals?"
“Thanks
for becoming my customer. I have one request. I want you to think of some
friends, family, neighbors and colleagues who you think might be interested in
a new carpet or flooring project – providing we are as incredible as I’ve been
claiming we are. Once I proven to you, beyond all doubt, that we are all that,
I’m going ask you for the referrals. Does that sound fair? (MUST FOLLOW UP
AFTER INSTALL)
Don't let our own
shyness or fear get in the way of building our business. Referrals will get us
more clients. And the more referrals we ask for, the more referrals we'll get -
just because the customer knows that we want some. It's a small effort for a
great reward.
Now, don’t tell anybody this last part, but
sometimes, when I am giving discounts, I even offer an additional $100 discount
that I call my “bribery discount”. I’ll say something like, “if I gave you an
additional $100 off, could you come up with somebody you could refer me to?” They ALWAYS say YES! And I make a production
out of it reminding them “THAT IS REAL MONEY”. And to sweeten to pot, I’ll even give you the
$100 first, then if I am able to help your friend/family out, ET will give you
some more referral money (Discover Gift Card) depending on how much they order.”
Sorry for being so wordy today!!
“People influence people. Nothing influences people more than a recommendation from a trusted friend. A trusted referral influences people more than the best broadcast message. A trusted referral is the Holy Grail of advertising.” – Mark Zuckerberg, Facebook CEO
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
720-371-2000
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