The Power of Referrals

Ladies, selling is not always easy. However, there is one way to improve your sales without doing much...and that is through referrals.

The key is learning how and when to ask. Selling to someone you already know takes less time and has more trust. So after you have asked friends and family, who is the next trusted source? SATISFIED customers because they know the jewelry and love it! Never miss a chance to ask a happy, satisfied customer for a referral, and try to get a testimonial letter while you are at it.

Put this letter in a plastic upright holder and display it at your next party.

They say "no." No big deal. Move on. But sometimes, just sometimes, they provide you with a name. And that's a great start. Ask for sales referrals at the end of your visit or contact. Sales referrals seem easy enough but there is a bit finesse required. Here's how NOT to ask for a referral: "Kelly, do you know of anyone who might be interested in my services?"This is NOT the recommended method because it is far too easy for your customer or prospect to say, "Ahh...no." The 'no' that they give you is often reflexive in nature; an automatic response to a closed ended question. In other words, they respond negatively out of habit. You could be missing tons of opportunities.The more effective way to ask for the sales referral is this: "Kelly, can you provide me a name or two of someone you know who might be interested in these types of products?"The difference is subtle but significant. By asking for a "name", your client has to think about names. It is not quite as easy to give you a dismissive "no." Usually, they tend to do a mental scan of friends and associates. This scanning pause helps reduce the automatic, reflexive 'no' response. Of course, they can and sometimes will, say "no." But by asking for a name you increase your odds and improve the chance for success.One last point - sales referrals demonstrate good behaviour. Make sure that those giving you referrals also get rewarded. Remember, any behaviour that gets recognized or rewarded gets repeated. --excerpts taken from Paul L. Kush.