Sales Referral Quotes

You need to position yourself to your referral sources and your current clients as providing exceptional value and experiences in everything you do

Your network is the new professional safety net.

These seven key result areas are prospecting, building rapport, identifying needs, presenting, answering objections, closing the sale, and getting resales and referrals.

The referral is the easiest prospect in the world to sell. Ask any professional who hates selling (accountants, architects, lawyers) -- they'll tell you that 100% of their new business comes from referrals. That's because they're not capable of making sales calls and rely on the fall-in-your-lap method of selling.

the sale is not complete until the customer is so happy that he or she confidently makes referrals.

A memory dart is your shorthand verbal business card. It is your identity implanted directly into the memory of your listener.

What we offer needs to be a clear and obvious fit for our customers. We need to help others envision exactly what they're buying - in concrete terms.

If you're going to err, err on the side of simplicity...assume that you have a very brief time to make an impression, and that you'll be allocated a tiny amount of memory space in overloaded and preoccupied brains of your audience.

Sales success is not about convincing people to buy a product or service they don't want. It's about engaging with people who are interested and then helping them make the right decision. That's the key to repeat business and referrals.

in sales, activity drives everything—that’s the law. Activity is the hard work of sales and it is the price you pay for your commission checks. Activities include: Cold calling, first-time visits, follow-up calls, product demonstrations, walk-throughs, test drives, site visits, open houses, tours, presentations, proposals, referrals, direct mail, and so forth. The fact is, if you have enough activity, you will at least sell something, even if you do everything else wrong. If you have no activity, but do everything else right, you will sell nothing.

While advertising was once used primarily to create a sale or enhance an image, it must now be used to create awareness about Web content. • While SEO was at one time primarily a function of optimizing a Web site, it must now be a function of optimizing brand assets across social media. • While lead generation used to consist of broadcasting messages, it must now rely heavily on being found in the right place at the right time. • While lead conversion in the past often consisted of multiple sales calls to supply information, it must now supplement Web information gathering with value delivery. • While referrals used to be a simple matter of passing a name, they now rely heavily on an organization’s online reputation, ratings, and reviews. • While physical store location has always mattered, online location for the local business has become a life-and-death matter.

Many business people end up being relationship rich, and referral poor.

The smart business person sees an opportunity to generate referrals by collaborating with their competitors.

Let 'the cause' become the 'because' – the reason – for people to do business with and to refer business to you

I’ve seen so many otherwise very talented executives fail to see how a large amount of deals and revenue coming in now were attributable to last month’s campaigns, who are trying to whip their people into getting more sales this week – despite a lack of a sales pipeline, qualified leads, appropriately generating referrals immediately after successful delivery, and all those sorts of best practices.

And while seeking out the opinions and perspectives of people like ourselves may lead to a more personal and familiar buying experience, what’s even more amazing is the impact those trusted sources have on conversion rates. B2B sales cycle data from Salesforce demonstrates that, when it comes to lead conversion, the interest that originates from customer and employee referrals converts to deals at rates fifty times higher than email campaigns!9 Furthermore, data from marketing automation giant Marketo indicates that leads originating from referrals convert to opportunities at rates of four times the average, and similar to the next three highest-converting lead sources combined (those being partner, inbound, and marketing-generated).10 My personal experience over the years greatly corroborates these statistics. For example, when I started my own sales practice, Cerebral Selling, I needed to have a logo designed. Around the same time, my friend had recently had a nice logo designed for his business. I asked him who he used, he told me, and I just did the same. No further research or investigation required. A short time later, I wanted to head out of town with my wife for an overnight trip to the beautiful Niagara wine region of Ontario to celebrate our anniversary. I didn’t know where to stay or which restaurant to go to, so instead of sifting through pages of online content and reviews, I asked a friend who runs a vineyard in the region. When he gave me his recommendations, I simply booked the places he told me. No questions asked. Were there better places to stay and eat? Potentially. Were there other creative design shops that could have generated equally if not more spectacular logos? More than likely. Do I care? Absolutely not! I love my logo and had a great anniversary outing, and feel secure in my decisions around both because of the feeling I received by selecting recommendations from people I trust. Both experiences are perfect examples of the prescriptive-led sales cycle we spoke about in chapter 2. This means that when it comes to your selling motion, one of the most unobtrusive, empathetic, and authentic ways to convert prospective buyers is simply to surround them with like-minded customers who love you.

The perfect salesperson will naturally attract prospects, set a polished first impression, keep prospects engaged as well as educate them, follow up with them at just the right time and handle any objections with expert salesmanship, skillfully close the sale while simultaneously looking for upsell opportunities, and get referrals while retaining them as customers for life. Whether your top salesperson is you or someone on your team, that person will inevitably have a bad day, take vacations, and need benefits. The ASP™ takes the perfect version of your sales process and permanently stamps it into a technology system that works for you 24/7/365, never having a bad day, never needing a vacation, and never requiring benefits. The ASP™ is the growth-hacking framework we implement for our clients that range from traditional brick-and-mortar businesses to venture-backed technology start-ups. It’s a framework that can be applied to any type of business, and in the next several chapters, we’ll dive into ASP™ and its six individual components and show you how best to implement them for your business.

You call Warby Parker, and we want somebody to answer within six seconds. So many e-commerce sites were trying to hide their 1-800 number, and they viewed customer service as a cost center that should be minimized,” explains Blumenthal. “We’ve always viewed it as profit center, as an investment in our brand. Our customers are our biggest driver of traffic and sales because of referrals. We make somebody happy, and it benefits the company.

When picking a ZIP code, first consider how familiar you are with the area. Knowing the neighborhood gives you authority, helps clients trust you, and ensures more referrals. Next, consider ZIP codes with less competition and low home prices; this ensures the leads will be less expensive. Finally, consider areas next to ZIP codes with high home sale prices as proximity to these areas is desirable.

The tipping point of the Cold Calling 2.0 process was born: sending mass emails to high level executives to ask for referrals to the best person in their organization for a first conversation.

There is need to focus on selling an emotional experience instead of a mere product or service - the impression you make on others must be lasting and permanent. These experiences have to be positive and worth remembering. This will increase the chances of repeat business and referrals, guaranteeing customer loyalty. And that is what sustains businesses, brands and careers for generations! The principle remains the same for comedians, actors, footballers, musicians, sales executives or any other area of specialty.

Sources Of Customers, Best To Worst 1st Your existing customers 2nd Referrals from your happy customers 3rd Your company’s existing customers 4th Your competitor’s existing customers. Follow the salesman. (You’re going to love this!) 5th That great customer with an immediate need. Direct mail...cold calling 6th People who buy from your method of selling… in-home, mail, referral. 7th Pretty much the other 94% of the world.

Do you know who works almost exclusively by referrals? High end consultants, surgeons, attorneys, accountants, the wealthy. Do you know who never asks for referrals? The incompetent.

There are prospects that are trying to find what you sell, right now. This is what we normally think of as an easy sale.

Home Health Sales

Asking for Referrals. Not every product can have word of mouth baked into the product, but every founder can—and should—be proactive about asking for referrals. When you see that trials are converting well and customers are happy with your product, set up an automated email that goes out around the 60- or 90-day mark. Say something like, “So much of our business is based on referrals. If you’re enjoying our product, could you please pass the word along?” The automated email works well when you have a pretty hands-off, low-touch sales process. However, for products with higher ACVs and a more intensive sales process, it’s better to ask for referrals in person.

Superstars view prospecting as a way of life. They prospect with single-minded focus, worrying little about what other people think of them. They enthusiastically dive into telephone prospecting, e-mail prospecting, cold calling, networking, asking for referrals, knocking on doors, following up on leads, attending trade shows,

Lag indicators—things like income, sales, commission dollars, pounds lost, body fat percentage, overall cholesterol levels—represent the end results that you are striving to achieve. Lead indicators are the activities that produce the end results—for instance the number of sales calls, or referrals are lead indicators in the sales process.

They push phone prospecting, e-mail prospecting, social selling, trade shows, referrals, networking, or inbound marketing as the one true way while disparaging all other forms—usually by labeling the forms they don't like “cold calling” to create the ultimate turnoff. “Do it my way,” they'll tell you, “and you'll get unlimited qualified leads. All for only $999!

After making sure that they don't have any problems, making sure they're happy, he gets two or three referrals from each.

Reward them. Reward them when you receive a lead. Reward them when you do business with one of their referrals. Throw a Christmas drinks and nibbles night for all those who silently promoted you throughout the year. Do this and you’ll have an endless flood of leads which will lead to an abundance of sales.

email will attract way more referrals. Let's say, for example, you're working with Sony; the

You need to have a differentiating message. If you are new, different, and proposing to solve a real pain or fulfill a cherished hope, you have a chance to be heard.

Clarity is that 20/20 focus that cuts through the fog and lets you stand our from the noise. Clarity fuels effective marketing and selling.

Whatever size the business, getting attention in a crowded marketplace demands, above all, a clear and focused message: a signal that rises above the noise.

You don't fly to another country and expect the residents to speak your language. You have to communicate with speech they understand. Winning business involves speaking human, not spewing jargon.

Clarity is an act of courage to say "yes" to the best business - and therefore to decisively say "no" to work that isn't a good fit.

To win, you have to be clear about your superpower, and you make that differentiation clear to your customers. Otherwise, you remain part of the noise.

If you've earned the trust of people I already trust, their referral of you to me is worth more than any other form of marketing.

There's plenty of money in any niche where you're scratching a genuine business niche.

The very best salespeople have mastered balanced prospecting in the same manner that wealthy people have mastered balance in their investment portfolios. Balance simply means that to get the best return from your prospecting time investment, there should be a mixture of telephone, in-person, e-mail, social selling, text messaging, referrals, networking, inbound leads, trade shows, and cold calling. The relative distribution of your time investment in each prospecting methodology should be based on your unique situation.

In a word-of-mouth and word-of-mouse led world, the process of researching and buying is decidedly non-linear... (p. 8) What if we've got it all wrong? Take the marketing and sales funnels, for example. These tools were designed to sift through an inordinate number of suspects and prospects to extract the gold nuggets (customers) from the dirt (everyone else) by gently guiding (or sometimes forcing) them through a linear progression from awareness through action. But what if, instead of ending with the purchase action by the converted customer, we began with this action and, in doing so, focused on achieving three distinct goals: 1. Building solid, ongoing, and authentic bonds or relationships with our customers (customer service and experience); 2. Transforming customers into returning clients and ultimately advocates (customer relationship management); 3. Harnessing the unstoppable power of referrals, recommendations, and word of mouth for outreach to other potential customers (social networking or even a new kind of affiliate marketing). What if, by following these rules, we were able to essentially flip the funnel and reverse engineer future growth from a platform or foundtion of current growth? From the few come the many: That's the mantra of the flipped funnel.

Never hyper-focus on one ball. You do not live or die by one sale. 2. You never wonder, “What’s next?” because your next deal is already in the works. 3. You are surrounded by opportunity—making contacts, gaining referrals, generating new business, always reaching for new balls. 4. You know that it takes as much energy to manage one ball as it does four, five, or even six. 5. You control the flight path—you know which balls to handle first, which ones to deal with quickly, and which ones require more time and attention. 6. You don’t blindly toss balls in the air. You care about where each one lands. LET FEAR DRIVE YOUR SUCCESS

One time he wanted me to research a house he was curious about—in Iowa. Some realtors might find this annoying, or view it as something they “don’t have time to do.” Anytime someone on my team tells me they’re too busy to answer clients, the next day they’re not on the team. Customer service and follow-through are paramount to referral business from clients just like Campbell. So even though I had no idea what houses in Iowa were worth, I was happy to get more information for him.

If you’re solely relying on free traffic, referrals, joint ventures, or other channels like these, then you don’t have a predictable and dependable way to grow your business.

Clearly, these giants of investing are not relying on referrals to average a 20% annual rate of return or more. They are putting in $1 and getting $1.20 or $1.30 back on a predictable, billion-dollar scale.

Why Real Estate CRM Software Needs to Manage Client Relationships A Just conducting a seamless account has an edge over others in competition. Managing and juggling all the duties—tracking leads, following up, contacting a client, and closing deals—is too much for a realtor alone to handle per day. Clay, as this, client concerning personal relationship management software in real estate is what has completely turned the tide. It provides an adaptable solution through automating tasks, providing a great organization involved within managed systems, and streamlining all workflows where a real estate business can work smarter and not harder. This post talks about the "Why" real estate crm software for managing, nurturing leads, and greater height in driving sales performance in real estate. What is CRM software, and why does it matter in real estate? Real estate CRM software is used by companies to keep track of all interactions, manage leads, and mostly establish an advanced communication channel with clients. Real estate CRM software is big because it has also been affected by a large chunk of increasing client data while improving productivity. By taking away the burden of follow-ups, appointments, and property details, CRM has made the work of the real estate agent easy. A marketing-automating CRM reduces the agents handling of follow-up, appointments, and proper care and gives them time while managing their efforts at ensuring a great deal. How CRM Software Streamlines Lead Management Centralized Lead Database A real estate business grows with leads, the real estate CRM software captures all those contacts—information, communication, and preferences—in a central database. Since realtors do not have to rummage through various notes or spreadsheets to find client details, it saves time and effort. Automated Monitoring of Leads Now the agent would be able to monitor leads from wherever they come from—an online inquiry, referral, or social media within the organization of real estate CRM software. This ensures that no lead goes unnoticed and also helps to rank potentials according to their level of interest. Effective Segmentation of Leads An average improvement is likely to be achieved in the conversion rate by classifying leads as hot, warm, and cold. A CRM tool has the ability to analyze data to see which lead is more likely to convert and thus optimizes the time for agents to spend on the most promising opportunities. Key Benefit: A CRM with automated lead management increases productivity by ensuring follow-up at the right times. Improving Client Communication with CRM 1. Very Realistic Following Up Timely response is expected by the client making inquiry about the property. Real estate crm software is managing client and provides automated reminders and follow-up emails that consequently keep clients engaged. 2.Synchronized Communication Log An email, call, and message are all communicated through CRM software where all information is recorded. It ends the confusion and enables agents to make personalized contacts based on previously held conversations. 3. Automated Appointment Scheduling. CRM links with calendars for appointment setting. Viewing or meeting with the client can be done through automatic bookings without the aggravation of waiting for a manual confirmation. Enhancing Marketing with CRM Integration CRM with Marketing Automation The introduction of marketing automation into CRM software would greatly change the face of real estate CRM software. It will permit agents to create specific email campaigns, send property updates, as well as nurture leads over time. Targeted Marketing Campaigns The agents can use the information available in the CRM to create individualized marketing campaigns. A potential example might include specific listings for clients interested in luxury properties and special content for first-time buyers.