Home » Sales Articles » You’re the Missing Link in Your Sales Success

You’re the Missing Link in Your Sales Success

Make a direct connection with your referral network. It makes all the difference.

When salespeople receive a referral, their close rate exceeds 50 percent (clients tell me typically 70 percent or higher). Leads from other, less-direct sources have a 1 to 3 percent close rate.

“Personal” Pushes Sales to Success

The definition of a referral is a personal introduction. The introduction can be by phone, email, or in person. If you just get a name, you are making a cold call. Yes, a cold call. You interrupt the person, they don’t expect your call, and they might not even believe that the person you mentioned actually referred you.

I view nearly everyone as a part of my Referral Network. And the people who know the people I want to meet become my Referral Sources. These Referral Sources are the (really cool) people who offer to introduce me.

Your Referral Source (your mutual connection) must reach out to your desired contact first and verify that it’s OK for you to contact them. Then, an email introduction makes sense, as you then share relevant contact information. Too many salespeople ask for referrals through technology alone—leaving your Referral Source with very little information. Plus, you miss the opportunity to reach out and reconnect.

With a little “instruction” you can empower your Referral Source to introduce you. Teach them how to introduce you. (For example, how do you want “what you do” to be described?) Teach them about your Ideal Client, and provide them with the answers to these critical questions:

  • What business issues do you solve?
  • What is the function of your Ideal Client? (CEO, VP, IT, Marketing)
  • In what industry or geography do you work?
  • What size company is your sweet spot?

Want to gain traction with your referrals? Always reconnect before you ask for the referral introduction. Don’t rely on technology alone to boost your referrals. Remember, people do business with people, and referrals are based on a trusted relationship. The missing link…is you.

Comment and Join the Conversation

Let me know what works for you. How do you sell? How do you best convert prospects to clients? Share your thoughts here.

Share this...
Share on LinkedInTweet about this on TwitterShare on Google+Share on FacebookPin on PinterestEmail this to someone

15 Responses to You’re the Missing Link in Your Sales Success

  1. Pingback: You’re the Missing Link in Your Sales Success | Salesjournal

  2. For latest information you have to go to see world wide
    web and on the web I found this web page as a finest web page for most recent updates.

  3. I always emailed this web site post page to all my friends,
    for the reason that if like to read it then my contacts will too.

  4. homepage says:

    Glimpse

    here, and you’ll

    positively discover it

  5. Ava says:

    Now I am ready to do my breakfast, when having my breakfast coming again to read
    more news.

  6. web site says:

    I surprise how much

    effort you put to make such a wonderful informative website

  7. Hello there. I’m wondering if you may be interested in doing a website link swap? I see your website: http://www.nomorecoldcalling.com/wp/youre-the-missing-link-in-your-sales-success/ and my blog are centered around the same subject. I’d
    really like to switch links or perhaps guest author a write-up for you.
    Here is my personal email: candice_arroyo@aol.
    com. Please be sure to contact me if you’re even remotely interested. Appreciate it.

  8. In addition, to avoid any kind of inconveniencess inn the trip, you should book the accommodation for the trip with due
    time left on hand. Even when you can’t find a ready made costume for rent or for
    sale you can improvise one out of your wardrobe
    and the accessories that you can find on the market.
    Thus, if the event will be taking place at nighttime you can hire a male stripper, try your luck at a casino or rent a limo and take a city tour.

    my webpage Hen PArties Cork

  9. Pingback: anti kasma oc

  10. Pingback: coach hire

  11. Pingback: Clash of Clans Bot

  12. Pingback: seks izle

  13. Pingback: Resources

  14. Pingback: Emergency Locksmith DC

  15. Pingback: https://cadspezi.de

Leave a Reply

Scroll Up