Contemporary Analysis

Data Science

Grant Stanley

How to Get Referrals from Clients

Referrals from current clients are completely different from referrals from referral partners. Getting referrals from your current clients require a different conversation, because they already know you, your product, and the benefits. One of the best I know at having the conversation is a friend of mine named Amy. She has developed a system that allows her to receive 10+ referrals per week from her current clients.

I asked her how she was getting so many referrals, when most people are happy with one or two per week.  She told me not to be satisfied with just one or two referrals. "I used to get only one or two per week until I started expecting three or four from each person.  Unless you make it a point, they don't know how many they are supposed to give you. After setting expectations clients usually just keep providing names of people that I can help, until I stop them."

Grant Stanley

How to Convert Leads into Referrals

In "Lead vs Referrals" I talked about the difference between a lead and a referral and why referrals are superior to leads, but the question arises, "How do you get people to refer you instead of giving you leads?"  The answer is purposeful and tactful coaching.  The best people at getting referrals do not get them by accident.  They ask and coach.

The first step is networking.  You must have a business network that is actively looking for leads for you.  They must be the types of colleagues that are in the right place.  After all, sales is just two thingsBeing around the people who want or need to buy your product, or being around the people who are around the people who have the want or need to buy your product.  Many people try to do this at the networking event.  It usually goes something like this: "Hi, how are you?.  Will you please refer me because I do x,y, and z and it's fantastic."  This is technically selling which is one of the big no-nos of networking.  See point two in "Why Networking is important and Tips for Success."

Grant Stanley

Leads vs. Referrals — Knowing the Difference.

If you can effectively develop relationships your sales efforts will go from good to great. However, it is important to understand the difference between leads vs. referrals. Most people who get leads from business relationships, think they are referrals and that they have succeeded. This is not true. There is a difference between a lead and a referral. Understanding this difference will change the way you call, email, or text leads, and a large difference in how you get the business from that person. Let's look at the difference.

Grant Stanley

Why Networking is Important

In order to network effectively, it is important to be aware of why networking is important. Understanding why networking is important will keep you motivated and focused. As a networker, I know that it is difficult to stay motivated when you have to drive half way across town for another meeting, especially if you already know most the people in the room. Once you get there, it is even harder to stay focused on the work of networking instead of catching up with your friends. It has been my experience that salespeople either need to spend time finding people ready to buy, or spend time finding people who are around people who are ready to buy my product.  The second part is networking.  Unfortunately, most people do not use networking effectively.  My hope is that these 5 points in this post will remind you of the purpose of networking and help you stay motivated and focused on growing your sales through your network.

Grant Stanley

Effective Sales Process: Be a Billboard in a Crowd, a Therapist 1 on 1

This post is part of a series of interviews with experts in business intelligence, sales management, marketing, customer retention, management and strategic planning.  Everyday, the CAN team interacts with clients, mentors, and friends who are leaders in their fields, and we started this series to share their expertise.

One of my mentors and friends in sales, Vanessa Shoemaker, recently reminded me that salespeople need to be a billboard in a crowd, and a therapist 1 on 1. She reminded me of how easy it is for salespeople to get focused on being either a billboard or a therapist, instead of both.  Billboards piqué people's interest to learn more. Being a billboard is essential to stand out in a crowd and to get meetings with new prospects. Therapists learn about people and their needs and wants, then prescribe the right solution. Being a therapist is essential to understanding your prospects enough to build trust and recommend solutions that are going to provide them the most value. (Related Post on Qualifying) A billboard says the right things, a therapists asks the right questions.

Grant Stanley

Contemporary Analysis: Focusing New Salespeople

New salespeople often struggle to focus on the right opportunities, and this often keeps them from meeting their quotas or closing unprofitable deals. However, new salespeople should not be faulted for their lack of focus, because generating an ever increasing number of opportunities is an essential responsibility of a salesperson. It is up to sales managers to focus their teams on the right deals. At CAN we use the following techniques to focus our inexperienced salespeople so they start closing the right deals as quickly as possible.

Grant Stanley

Why I Blog for Customers Instead of Fans

Nate Watson

A Simple 6 Step B2B Sales Process

The following is an introduction to the basic sales process we teach new sales reps at CAN.  Our 6 step sales process guides them from selecting the right prospects, making first contact, selecting your sales approach, your first face-to-face meeting, determining next steps, and getting the deal closed. I hope that it will help you build a reliable sales strategy you can use to close more deals. (Learn how we predicted who was most likely to enroll at a Top 10 Online University) 

Grant Stanley

Reverse Your Sales Cycle: Research 1st, Present 2nd

The CAN sales team has been able improve customer satisfaction, close more deals and spend our time more effectively by adopting a 2 part sales process. Our process consists of qualifying our clients during the first sales call, and then returning to make a sales presentation if we think that the client will be able to benefit from one of our systems.

Grant Stanley

A Better Way to Calculate Return on Investment (ROI)

Estimating return on investment (ROI) can be a very effective sales tool, however it is difficult to calculate and if a prospect perceives it as a guarantee it can hurt your brand.  The problems with ROI stem from trying to reduce, without much investment in time or money, the impact of a product on a business, a complex human organization in constant flux, to a dollar amount that is unique to each prospective client.

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