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3C’s Consulting

PO Box 31 Glen Osmond SA 5064

Referrals & Prospecting

All salespeople know they should ask for referrals, but how many actually do? Many do not ask because they feel they are imposing upon their client, or they just do not want to be rejected. Most salespeople hate asking for the order, and asking for referrals. This is because they are setting themselves up for possible rejection. None of us like being rejected, but there is one simple truth – if you do not ask, you do not get! Asking for referrals takes confidence. Are you happy with the service you were able to provide your client? If so, then why should they mind being asked who else they may know that you can contact? If you are confident in the service you provided, then you should be confident in asking for referrals. One easy way to ask is: “I am hoping you can help me. Who else do you know who would benefit from the services that I offer?” This question needs to be followed by silence. Many people, when faced with silence, will jump in with something like “you do not have to answer now, but if you could keep it in mind?” If you do this, you will not get any referrals! So, let the silence continue until your client answers. You should not settle for fewer than three names. Remember, you are a professional and deserve to be treated as such. In fact, you are lowering your standing if you do not ask for referrals – look upon them as your right for doing such a professional job for each client. Prospecting is another activity that is not well liked by most. It means putting yourself out there, meeting new people, and selling yourself. Many experts regard selling yourself as the hardest job to do well, as we are all reluctant to ‘blow our own trumpet’ as it were. The key to prospecting is to take every opportunity to meet new people. Whether you do this by accepting every invitation to functions you receive, by joining new groups, or by attending seminars and industry events. The key is to meet as many people as possible, for the more people who know you and what you do, the better. It is also important to attend these events because professionals from other industries will attend, also to network. If you meet just one other professional, and they turn into an excellent referrer, the business you obtain from them can be significant. Prospecting can be time consuming and annoying, especially when functions are early in the morning or late in the evening after a hard days’ work. However, it is cheaper than placing an advertisement in your local paper and far more rewarding.

Copyright 3C’s Consulting 2009


3C’s Consulting

PO Box 31 Glen Osmond SA 5064

Prospecting is all about future business. If you stop prospecting, the business you write will steadily decline until there is nothing left. It may be a pain in the arse, but it is critical for your success.

Craig Pickering B.Bus AFAIM Partner 3C’s Consulting

CPMgr AAICD

Craig Pickering has over twenty years experience in sales and senior management, with expertise in change management, successfully implementing business plans and building productive teams. Craig is a tutor & lecturer at UniSA and Managing Director at 3C’s Consulting & Training and can be contacted at craigp@3csconsulting.com.au or on 0438 030 008.

Copyright 3C’s Consulting 2009


Networking & Prospecting