3 Benefits of Leveraging your Customers Relationships

The first half of January is in our rear view mirror, and we have the remaining half to go.

In your world, all may be in great order and your year is off to a great start. Or you may be in a position where you have inherited a sales goal that is well above your 2011 trajectory, in which case time is not on your side.

In either case, I would be willing to bet that new business acquisition could increase your sales trajectory well above your own expectations.

The reason I know is that I have been there many times. In fact, over the past few days I have spoken with several reps across multiple industries that are either experiencing the thrill of a new year, or are on the verge of deep concern as they chase their ‘new number’.

First of all, relax. Second, place your number in a folder and focus on building trust and creating value – in doing that your number will take care of itself. There is a proven concept that you know about, but I would like to offer a friendly reminder (we all need reminding from time to time). Remember the practice of asking for a referral from a satisfied customer? You have developed and invested months and years in these relationships – leverage them in a way that benefits them and you as well.

Below are three key benefits in leveraging your relationships to create solid referrals that will create huge upside for you:

  1. A solid referral to an interested prospect will shorten the buying cycle.
  2. You will enter the new relationship in a stronger position because you now have reduced the time to build credibility.
  3. Once the process begins you will be given access to others in your prospect’s organization that would have taken months or years to discover.

There may be instances where your customer places a call to your prospect and they are willing to meet via phone or face to face but the timing is off or the political landscape does not work to your advantage. That is part of sales. None the less, you can use this as an opportunity to ask their advice in suggesting one of their peers that may benefit from your service or product offering.

These are but three of the many benefits that are available to you in leveraging your relationships in creating solid referrals. Give them a shot – you will be glad that you did.

To your success,
Andy

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