Referrals close faster and more reliably than regular leads. But salespeople need to do more than simply ask, “Who do you know?” This Quick Take Package includes five research-based micro-videos that offer new strategies for getting and using referrals.
The videos included in this package are:
How Buyers Benefit from Giving You a Referral
Studies show that referrals are much more likely to turn into sales than cold contacts -- according to one estimate, 180 times more likely! And referred customers are almost 20 percent more likely to stick with you than other buyers. Yet, evidence shows that as few as 11 percent of salespeople actually ask for a referral. So what’s holding everyone else back? In this Quick Take, you will learn why people are willing to help others even when there’s no monetary benefit to them, the flawed assumption we all tend to make about the “cost of helping” and why your customers gain a powerful personal benefit in recommending you to other buyers.
Referrals: The Power of the Few
In Sales, you always need to put your time and effort where they’ll yield the best results. And for many salespeople, it’s hard to see the returns when it comes to referrals. Every salesperson knows that referrals are the best leads they’ll ever get. The problem is getting them: No matter how much you ask, customers hardly ever give you a name. So is it even worth the effort? In this Quick Take, you will learn what research says about the true potential of referrals, and why you may be underestimating their value, a key reason why referral efforts fail, and which types of customers are most likely to give you a referral.
The ‘Other’ Referral: Why it’s Valuable, How to Get It, and What to Do with It
It’s no secret that referrals are incredibly valuable prospects that can turn into high-value buyers -- and you should never miss the opportunity to ask your customers for them. But even experienced sales people forget to ask for “the other” referrals. Who are these “other referrals” and why are they so valuable? They may not look especially promising. They may not have much budget. They may not even have a need for what you sell. Yet they’re still extraordinarily important. In this Quick Take you will learn the second type of referral you should always ask for, the key question to ask to discover this high-value referral and how to approach this referral in a way that’s almost guaranteed to connect.
Referrals: Using LinkedIn to Generate High-Quality Sales Leads
LinkedIn is a powerful social media tool. It can help you identify new prospects and get you introduced to them. But with all its power and features, it can seem overwhelming. And it is hard to know where to start. In this Quick Take, you’ll learn a simple referral technique that you can start using today. You don’t have to be a power user, or know all the ins and outs of LinkedIn, and you don’t need a huge network of contacts. The best part, you'll get high-value referrals without investing a ton of your time.
Referrals: Using LinkedIn to Boost the Power of Networking Events
Networking events can be an effective way to find more business. But it’s hard for busy salespeople to sustain that effort. What if you could streamline the follow up? How would that affect your return-on-investment from networking events? In this Quick Take, you will learn why networking events often fail to generate new leads (hint: the event isn’t usually the problem), how to turbocharge your networking efforts by combining the power of LinkedIn and face-to-face events and how to encourage these partners to go the extra mile for you.
This package includesFor each of the Micro-Training videos, you'll also get:
Prove that the learner(s) understand the concept and increase knowledge retention.Discussion Guide
Facilitate a discussion, connecting the concept to your unique challenges.Summary Sheet
Revisit the concept as follow-up or in the moment-of-need.
How do you use this?Multi-video packages are for companies that want to take a deep dive into a single skill area. Each package contains several carefully chosen videos that create an extended learning path. Devoting two to three months to exploring a topic from multiple angles results in more sustained engagement in training, better knowledge retention, and more effective deployment on the job. To kick start Micro-Meetings
Micro-training makes it easy for managers to facilitate meetings where teams develop shared vocabulary and benefit from peer learning.To kick start one-on-one coaching
Micro-training is extremely tactical and it’s a great tool to help managers frame very specific, skill-based coaching interactions.As self-directed learning
Micro-videos are a solution to a specific skill challenge. For example: “How to handle an employee who has a bad attitude,” or “How to handle a price objection.” You have a question. You find the right micro-video. You watch it on your own. You deploy the skill on the job.