A Quick and Easy Way to Double the Sales in your Business!

The quickest and easiest way to boost the sales in your business is to ask existing customers for referrals.

Yes, just simply ask!

But why do most business owners and sales people hesitate, and often don't bother to ask customers for referrals? Is it because they are embarrassed to be seen as asking for more, just forget, or maybe they inwardly know their service is not as great as it should be?

A customer that refers once will refer again and again and can be worth a great deal of money to you. This simple and easily implemented strategy has the ability to double the size of your business profits very quickly, just by asking a question.

Research tells us that each person has an average immediate circle of influence of 50 people. That means your average customer could bring you 50 other customers!

Research also tells us that the average satisfied customer will tell 3 other people about their experience. If each of your customers referred just 3 people, what impact would that have on your bottom line?

I suspect it would have a huge impact! But what if you offered an incentive for referrals and each of your customers started referring 5 or 6 people? Would this have a huge impact to your sales, just for asking? I suspect it would.

But before you go asking for referrals, make sure you are 'referable.' To be referable you need to go way beyond just showing up on time and delivering what you promise. You need to perform well above the expected standard, so that when you ask for the referral, there is absolutely no risk. The customer has to be absolutely confident that you will provide their friend/ family member/ associate with such exceptional service that it does not jeopardize their relationship or friendship in any way. They need to be thanking them for having been referred.

Referrals are powerful, but delicate. You must become 'risk free' in order to earn them.

To remove all the stops and hesitation in your customers providing referrals you need to be at least:

1. Likeable - customers need to see you as a friend, not just a sales person.
2. Reliable - customers need to know that you will always deliver when and where you say you will.
3. Well informed - customers need to know that you have the latest information and can advise of the best solution at all times.
4. Trusting - customers need to know you will always advise them in their best interests.

When customers refer people, show them your gratitude. People that are not recognized as having referred people will not be motivated to refer any other people. They will probably never say anything to you but will never refer anyone again.

Remember a referred customer is the easiest person to sell to, as the credibility has already been built; they are already qualified and ready to buy. You have not had to pay for this lead, so make sure you show your appreciation. You will be amazed how a small gift and thank-you card will motivate people to continue referring others, especially when the gifts are not something you sell, are useful and get bigger and better after each referral.

Copyright 2006 Ian McConnell

Ian McConnell is the author of Instant Small Business Profits - compulsory reading for any small business owner. This step by step guide contains valuable information on... "How To Dominate Sales In Your Marketplace, Create a Flood of Customers Chasing You For Your Product or Services And Turn Your Business Into a Powerful Profit Magnet!" For a free copy and other bonuses click here => http://www.small-business-secrets.com/

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