Sales tips and insights: Wednesday is Q&A day and today's question comes from Matt in Seattle: "What can I do to generate more referrals?" Great question Matt. I'm sure many of your fellow sales managers and sales executives have the same issue. So here are 5 simple things you can do to generate more referrals: 1. Set it up early in the sales process so your client/prospect knows you'll be asking for referrals after you provide great service. Which leads to tip #2... 2. Exceed your clients' expectations so you earn the right to ask for the referral. I am of the belief that ...
STARR Sales Interview – Toshiba
John interviews Al and Candy from Toshiba about their most effective sales experiences and how they decide who to meet with to discuss their company's needs.
How to Have 71 Meaningful Contacts With Your Client in a Year
The Rule of 71 In the service business, systematic follow-up with your clients is critical to long term success. Now more than ever you HAVE to stay close to your clients. Competitors are constantly nipping at your heels as they call, email and mail your customers, trying to position themselves in your accounts. That is why I came up with the Rule of 71: A systematic, fool-proof method of following up, staying in touch with your clients and adding value throughout the relationship. Here are the touch points: 1 phone call a month x 12 months = 12 contacts 1 ...
