How to Get More Customers Completely Free

Summary

• We had a new sales guy who broke all records on a very experienced sales team.
• He wasn't closing more sales on the phone, but he was getting 30 to 50% more sales than everyone else.
• We analyzed his calls and scripts and found he wasn't doing anything different during the process.
• When we asked him, he said after closing a customer, he would ask them, "Who else do you know who might also want this?"
• He usually got 1 out of 3 people to refer one or two more customers.
• This was a strategy he learned from his previous job.
• It was a simple yet effective tactic that may have been in our SOP at some point, but people got lazy about it.
• By specifically asking, "Who else do you know?" rather than a yes/no question, you engage the customer's brain to think about potential referrals.
• This shows the importance of small but powerful strategies in improving sales performance.
• Always seek referrals by asking customers direct, open-ended questions after closing a sale.

Video

How To Take Action

I would suggest implementing a simple yet powerful strategy to boost your sales. This doesn't cost money or a lot of time but can have a huge impact. Here’s what you can do:

Ask for Referrals

1. Every Sale Counts: After closing a sale, ask your customer, "Who else do you know who might also want this?" This small step can lead to a significant increase in your sales opportunities. Don't be afraid to engage them in thinking about potential referrals.

2. Use Open-Ended Questions: Make sure to frame your question in a way that makes the customer think and respond thoughtfully. Instead of a yes/no question, use open-ended ones like, "Who do you think would benefit from this?" or "Who would you want to do this with?"

3. Be Consistent: This strategy works best when it's applied consistently. Make it a habit to ask for referrals with every sale. Keep it in your Standard Operating Procedures (SOP) and do it every time without fail.

4. Educate Your Team: If you have a team, share this approach with them. Make sure everyone understands the importance of asking for referrals and practices it diligently.

Low-Cost Strategies

1. Customer Follow-Ups: Follow up with your customers to ensure they’re happy with their purchase and gently remind them to think of anyone who might benefit from your product or service.

2. Leverage Previous Experiences: Just like our new sales guy, incorporate strategies you've learned from past experiences that have worked well. Always be on the lookout for simple yet effective tactics that can be applied.

By focusing on these strategies, you can achieve higher sales without much additional effort or cost. Implement these steps and watch your sales grow through the power of referrals.

Full Transcript

we had a new sales guy who came in and crushed all of the records that had ever been done on that sales team and it was a very experienced sales team and I was like what is this guy doing does he have higher closeth rates on the phone and he didn't have higher close rates but for some reason he was able to get 30 to 50% more sales than everybody else I was like okay so how is he getting more opportunities and so we got on the call we listened to all the all the scripts we're like he's not doing anything different and so we pulled the guy up we were like dude what are you doing he said I don't know um after I close the customer I just say who else do you know who might also want this and I usually get like one out of three people to send me one or two other people and I just do that on every sale cuz I learned that in my last job and when he said that it was like this big obvious duh that I'm sure was in the sop at some point for the sales team and of course people get lazy because they don't want to scare the sale away but by simply saying hey who else very clear who else do you know not do you know anybody yes no who do you think would benefit from this who you'd want to do this with right cuz now you're actually asking them to solve a problem with their brain not make a quick yes no answer which is what most people are just going to say no I don't know anybody let's move on