Part 2 of the Secret Weapon: Referrals for amplifying your sales.
You’ve asked, listened and begun nurturing those new contacts. Awesome! Want to learn what will speed the relationship developing process along faster so you can convert contacts into referral partners?
Here’s how to follow up better than your competitors ever will: Follow up until they “Buy or Die”!
80% of sales require seven follow-ups (and that number keeps climbing) [Source: Scripted]
44% of salespeople give up after one follow-up [Source: The Marketing Donut]
So, if you’re an entrepreneur looking to attract more clients, these numbers are eye-opening. This means it’s likely your competition won’t follow up as often as you will if you commit to five times. BOOM! Advantage, you!
Download the free eBook, “From Cold to Sold” to get 17 hacks for nurturing leads and converting them to customers.
If you’re a job seeker, this underscores the importance of persistence. While no one wants to be a pest, it’s in your best interest to follow up multiple times. Some HR experts say, “Follow up until they buy or die.”
People are just too busy to remember who they talked to and what action they promised. Those who rely on new contacts to do the follow-up are guaranteed disappointing results. Instead, proactive professionals who make a point to reconnect after introductions impress and succeed.
Staying connected is how you’ll nurture and build this relationship, so call or email with a brief message about how much you enjoyed talking with them and that you’d like to stay in touch. Mention something specific they talked about. Ask what social media they prefer and connect with them on those channels. LinkedIn is a given for most professionals, but find out if they like Instagram, Facebook, Twitter or Pinterest also. Most people have a couple of go-to channels they like.
People are more likely to respond to social media than an email, so take advantage of that and meet them where they are. Showing social love to your contacts will accelerate you rapidly towards your goal of seeing referrals flow into your business. Public admiration and validation is pure gold!
Check out my post “5 ways to get free leads on LinkedIn” and “Promote Your Business with Instagram” for specific tips.
You now have a platform for nurturing that new business relationship and expanding your network. Repost things they post, make comments (positive and insightful) and make sure you do it within the first week, and then every couple of weeks after that.
Network like a pro and watch the job opportunities and sales flow in, right? There’s a little more to it than that, of course. Once you have the strong referral network in place, you need to know how to ask for the referrals.
When you’re ready to build a full pipeline of referrals, consider a workshop, Give Yourself A RAISE – Build a Referral Pipeline workshop, where you can create an entire action plan to drive massive revenue to your business.