2 Proven Ways To Get Referrals Without Asking For Them

Summary

In this video, the speaker emphasizes the importance of building strong customer relationships and creating value for long-term success. Salespeople should focus on referrals, with an emphasis on overdelivering during the onboarding and offboarding process. The speaker advocates for being creative in delivering personalized gifts and experiences to clients, investing in them to strengthen connections. By maintaining a top client list and consistently adding value, salespeople can turn their efforts into a thriving referral-based business. The key takeaway is that success in sales is not about the product, but about how well you build trust and deliver value to your clients.

Takeaways

• 😀 Deliver so much value that your clients are amazed and feel compelled to refer others.
• 😀 Focus on building a referral-based business rather than relying on cold leads or new prospects.
• 😀 Create a 'Top 50' client list and engage with them regularly to nurture relationships and get more referrals.
• 😀 Go the extra mile in both onboarding and offboarding by sending personalized gifts or thoughtful gestures to clients.
• 😀 Your product is not just what you're selling—YOU are the product, so prioritize building your reputation and value.
• 😀 Invest in your clients by allocating a portion of your income towards gifts, rewards, and recognition.
• 😀 Utilize creative ideas to stand out in clients' minds, such as sending small surprises like custom shoes or unique packages.
• 😀 The goal is to create long-term, loyal customers who will refer their friends and family to you, thus expanding your network.
• 😀 Focus on building trust and personal relationships with clients rather than just closing deals.
• 😀 Consistently over-deliver in your interactions, whether it’s onboarding, offboarding, or follow-up communication, to create lasting impact.

Q & A

What is the primary focus when building a successful sales business?

The primary focus is on building a referral-based business by providing exceptional value to your clients, maintaining strong relationships, and overdelivering on expectations. A salesperson should aim to have most of their business come from referrals, not just new leads.

What does the speaker mean when they say 'You are the product'?

The phrase 'You are the product' means that as a salesperson, your value goes beyond the product you're selling. It’s about how you present yourself, how you deliver value, and how you build relationships with clients. You, the salesperson, are the product that drives business success.

How does the speaker suggest salespeople should manage their relationships with clients?

Salespeople should manage their relationships through a 'Top 50 Client List.' This list should focus on clients who provide the most referrals and are most loyal. By maintaining strong connections with these clients, salespeople can focus their efforts on cultivating lasting business relationships.

Why does the speaker suggest using a personalized approach to gifts and gestures for clients?

Personalized gifts and gestures, such as sending customized items or thoughtful surprises, show clients that the salesperson cares about them beyond just making a sale. These acts help to create memorable experiences, which can lead to stronger relationships and more referrals.

What is the importance of onboarding and offboarding clients in the sales process?

Onboarding and offboarding are critical for creating lasting impressions. Onboarding should focus on overdelivering value to set the tone for a strong relationship, while offboarding should involve sending personalized thank-you gifts or gestures to show appreciation. Both phases are opportunities to build loyalty and encourage referrals.

What role does customer retention play in building a sales business?

Customer retention is key to building a sustainable business. Focusing on maintaining strong relationships with current clients ensures a steady stream of referrals and repeat business, rather than constantly searching for new leads.

How does the speaker suggest spending money on clients for long-term success?

The speaker suggests that salespeople should allocate a portion of their income to invest in their clients by offering personalized gifts or services. This not only strengthens client relationships but also promotes long-term business growth through referrals.

What are some examples of creative ways to stand out to clients during onboarding or offboarding?

Examples include sending customized items like shoes, pizzas, or novelty gifts that show thoughtfulness and personalization. These unexpected gestures make clients feel valued and create a lasting impression that fosters trust and loyalty.

How can building a reputation as an expert help a salesperson's business?

Building a reputation as an expert establishes credibility and trust within a community. When clients view a salesperson as an expert, they are more likely to refer friends and family, leading to a natural increase in business through referrals.

What does the speaker say about the role of referrals in overcoming sales objections?

Referrals play a crucial role in overcoming sales objections because when a client refers a friend or family member, they are vouching for the salesperson's service. These types of referrals are often less price-sensitive and based more on the relationship and trust established, making the sales process smoother.