We all use the advice of friends and colleagues, as well as of experts, to guide our buying decisions. We are happy to recommend those from whom we have gotten a good service. However, we are rarely asked to do so. It follows that one of the most effective and immediate ways to boost the [...]
A growing number of our clients have realized that the information provided by traditional questions such as “On a scale of 1 to 10, how would you rate your level of satisfaction with our company?” is not very useful in predicting customer behavior. As a result they have adopted “willingness to refer or recommend” as [...]
All too often referrals and recommendations — the most powerful form of sales lead possible — are left to chance with less than 40% of sales people we deal with actively seeking customer referrals or recommendations to sell to others. How many of your customers have been asked for a referral in the past year? [...]
At a time when most marketing goes straight into the buyer’s bin, many sellers are overlooking the cheapest and most powerful of all marketing — customer references and case studies. In a sample of companies we reviewed only 50% were actively using testimonials in their marketing, while only 40% were actively seeking customer referrals or [...]
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