Getting the Referral

Referrals play a crucial role in sales success, as indicated by Tom Hopkins. Achieving one referral per sale places a seller in the top half, while two or more referrals place them in the top 20%. Referrals are considered prime prospects due to established credibility.

In a leads-driven business, advertising is vital, but referrals are often overlooked. Successful businesses use referral programs, offering incentives like rebates or discounts.

To generate referrals for a closet system business:

  1. Ask for referrals immediately after installation, leveraging the customer’s satisfaction.
  2. Be specific when asking, prompting with categories like neighborhood, work connections, or family.
  3. Utilize good service to gather referrals through post-installation surveys.
  4. Direct designers to call recent customers for referrals.
  5. Create a satisfied customer list for credibility in presentations.
  6. Express gratitude to customers and ask for referrals in notes.
  7. Reward customers who refer new business with gifts.
  8. Boost sales by leaving door hangers with contact details on neighboring homes after installations.

These strategies aim to maximize the potential of satisfied customers and enhance the effectiveness of a referral program in the sales process.

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