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 [...]
One of the most effective and immediate ways to boost the pipeline and ultimately sales is to ask customers for referrals. Yet it is so often over-looked, with less than 10% of sales people actively using customer referrals to sell. The ultimate measure of a customer’s satisfaction is his/her willingness to recommend you to others, [...]
In a recent blog piece we talked about the importance of customer referrals in maximising sales success. This checklist will help you to maximise sales referrals for your business: Analyse the source of your sales. First check to see where your sales, leads and enquiries come from and the closure rates for each source. How many are [...]
One of the most effective and immediate ways to boost the pipeline and ultimately sales is to ask customers for referrals. Yet it is so often over-looked, with less than 10% of sales people actively using customer referrals to sell. The ultimate measure of a customer’s satisfaction is his/her willingness to recommend you to others, [...]
Last evening I had dinner with a group of 26 successful independent consultants. During the meal, each consultant was asked to talk about a key business priority or challenge he, or she was facing at this time. Guess, what topic took centre stage? Yes you got it – how to get new clients! Approximately 3 [...]
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