การแนะนำเป็นอีกวิธีหนึ่งที่ลูกค้าสามารถช่วยเราได้ ข้อดีอย่างยิ่งยวดของการแนะนำคือเราไม่ต้องเสียเงินเลยสักบาทและเราได้รับความไว้วางใจอย่างสูงด้วย การแนะนำมีความน่าเชื่อถือมากคล้ายกับคำรับรอง . Like a testimonial, a referral carries a high degree of credibility.
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While most businesspeople and salespeople say, they would prefer to receive customers through word of mouth. Well, many of them haven’t created a strategy around getting referrals. They end up waiting by the phone or checking their email in hopes of getting referral business. As you’ve heard, hope is not a strategy.
What can you do right now to get more referrals? Well, start by asking your current clients and then ask your former clients. You can even ask prospects who turned you down.
You might be wondering why I’m telling you to ask prospects who turned you down for a referral. Well, they may have declined to hire you for a number of reasons. Maybe they couldn’t hire you because of budget. They just couldn’t afford you at the time. Or maybe the timing wasn’t right for them to proceed, or perhaps their priorities changed. But maybe they could still see value in what you offer. In fact, they may know two or three companies that actually are in a position to move forward with you and could really benefit from your services. You just got to be creative.
Part of developing your strategy is sensing the right timing. No one likes to be surprised or put in in an uncomfortable position by being asked aggressively for referrals. It’s useful if you can set the stage during your initial conversations or meetings with prospects to let them know what to expect.
You could try saying something like, “Now that you’re looking into our services, you’ll probably start noticing a lot of other businesses that could benefit from this sort of service. In the same way that you came to my business through a referral from a good friend of yours, I would like to ask you, from time to time, if you know two or three people who could benefit from my service. Would that be alright with you?”
What I love about this is it sets the stage early and there may even be a couple of referrals for you right away. Then be sure, as you’re working with them in the weeks, in the months that follow, to ask them again. Ask them again. If they know of two or three other people who could benefit from your service.
This is especially effective to ask this after a customer has something nice to say about how you have helped them. Tell them you’re happy to hear that and then pop the question. You always need to be asking for referrals.
Remember that establishing, building, and maintaining strong relationships with key groups contributes to your overall success and your success with personal selling.