Tel-E Sales Tip of the Week
 

August 12, 2009

Published By Art Sobczak, Business By Phone Inc.
See articles, books, audios, and other resources
http://www.BusinessByPhone.com

See Back Issues At
http://businessbyphone.com/backissuesm.htm

See Material You Won't Get Anywhere Else at Art's Blog
http://www.TeleSalesBlog.com

__________________________________________________

Fall/Winter 2009 Telesales College Seminars
Early Registration Incentive Extended Until 8/17!

$200 Early Registration Incentive for Signing Up By August 17!

Quit making call-killing mistakes and learn exactly what
to say to get YES more often by phone.
http://businessbyphone.com/college.htm

Chicago, September 30-October 1
Orlando, October 28-29
Phoenix, December 8-9

Save by registering now. Incentive offer expires next week.

See complete details, agenda, comments from attendees,
and register here or, download a brochure

This Week's Tip: 
Easy Ways to Get Referrals

Greetings!

If you are looking for NEW business from new customers,
I bet you are not maximizing the potential of a source
of leads that most of us don't tap enough: referrals. 

I got a bit carried away in my enthusiasm this week, so
this will be a slightly longer issue, and one that is interactive.
(If you would rather read it online, go to
http://www.businessbyphone.com/TelE-Sales8-12-09.htm

HOW TO ASK FOR AND GET REFERRALS
During George W. Bush's first presidential campaign, I recalI
watching CNN clips of the presidential candidates campaigning
in New Hampshire. Bush shook the hand of a supporter, saying, 
"I'll appreciate your vote, and please bring along a friend to vote
for me too."

It's a successfully proven concept: asking for referrals.

Makes sense, doesn't it? 

Yet, how many of us do it as often as we should? I don't see
too many hands going up out there.

In my book, "How to Sell More in Less Time, With No Rejection,
Using Common Sense Telephone Techniques, Volume 1,"
http://www.businessbyphone.com/HSM.htm
I cite a study done by the Securities Industry Association
showing that 86% of surveyed customers would refer their
broker to their friends, yet only 12% had ever been ASKED. 

Another study found that a referral is up to 15 times more
likely to do business with you than a cold prospect.

There are a variety of ways to use referral marketing and
selling. For example,

-Get a name from someone else and you contact them.

-Have someone else contact a prospect and let them
know you will call.

-Have someone else refer prospects to you every time
they encounter a person who could use what you sell.

-The Ideal: Have someone else contact a prospect
and sell for you.

Also referred to as "word of mouth" marketing
and selling, it's usually the least expensive and most
productive form of lead and new business acquisition
you can get. 

I'll give you a few tips on how to get great referrals, but it
struck me while writing this ... why not do my own
referral experiment?

So that's what we'll do as part of this week's Tip. And
you hopefully will participate. Here goes the first part of it.

==========================================

Will you please have three other people who also use the
phone as part of their sales process and could benefit from
these Tips sign up by next week?

==========================================

So, practicing what I preach, I'm asking you to simply take
a few moments to contact a few people you know, do them a
favor, and suggest they sign up for these free Tips. 

More info on what's in it for you as we go through the Tips
on getting and using good referrals.

==========================================


ASK THE RIGHT PEOPLE, AT THE RIGHT TIME
A life insurance sales rep called me, gave a horrible opening
("I'm with ____ insurance, and would like to schedule a time to
get together with you to discuss your life insurance. Would two
or four o'clock be better on Tuesday?") After telling him I wasn't
interested, he said, 

"I see. Do you have any friends I could contact?"

I answered that with about the same enthusiasm as I would
an IRS agent saying, "So, do you have any friends I can audit?" 

So who IS the right person, and when is the right time?

Common sense--and experience--tells me it's someone who
just bought from you, or complimented you on your products
or services. They're in a frame of mind where they're thinking
about how good you are, and how they gained from what you
provide. Be on the lookout for, and seize the opportunities
you might encounter every day.

==========================================

ASK THE RIGHT WAY
Far too many reps say, "Do you know anyone else I could
contact?" Instead, tie your request into the problem you just
solved, the pain you eased, or the result you helped them achieve. 

For example, "Pat, I'm glad you were able to cut down on wasted
materials expense by using our system. By the way, who else do
you know, who also is experiencing a similar problem, that might
be able to also benefit from a system like this?" 

Now you're putting them in the position of HELPING a friend,
instead of sending a salesperson after them.

==========================================

REMIND THEM OF POSSIBLE PROSPECTS
If they're coming up empty, give suggestions:

" ... someone in your trade group, country club, perhaps a
similar business you don't compete with ...?" 

=======================================

And who else do YOU know who could benefit from this email
newsletter? How about the outside sales staff? Any other inside
reps in your department, other departments or divisions? Customers?
Vendors? Fellow members of your Association? Social friends who
also happen to be in sales? How about sending a message to
your Twitter followers or Facebook friends?

=========================================

USE REVERSE REFERRALS
Often you have highly-coveted prospects that you would love
to soften up before contacting. Comb your customer base and
ask them if they know the prospects, and if
so, if they could help you.

For example, "By the way, I've identified several members of
your association as people we could likely help in much the
same way we helped you. Would you happen to know Joe
Jones at Dynamic Industries, or Karen Holden at Superior Supply?"

==========================================

ASK WHY THEY'RE A GOOD PROSPECT
Say to your source, "Tell me about them," after they've given
you the referral. They'll give you great info, and sell YOU on why
the prospect should buy from you.

==========================================


MAKE IT EASY FOR 
PEOPLE TO SEND YOU REFERRALS
Send out stacks of your business cards to your sources. Ask them to
put you in their contact management program. Instead of your
company name, just have them put the description of what you
do into their program or Rolodex ... under "Web Page Design,"
for example, so they can just type that in and your name will
come up when they're looking for it. 

========================================

ASK OTHERS TO SELL FOR YOU
Any time someone volunteers, "I know of someone who could
really use you ...", don't just get the prospect's name and number.
Ask the source to contact them for you. After all, they felt strongly
enough about what you do to think of the prospect, why not ask
them to take it a step further?

Small business expert Mark LeBlanc, author of "Growing Your
Business: What You Need to Know, What You Need to Do,"
http://www.smallbusinesssuccess.com, suggests formalizing this
process.

He says you should brainstorm a list of the 25 people in your life
who are in a position to make the greatest impact on your business
or sales. Never be out of contact with these advocates more than
30 days at a time. Call, email, mail, fax, send trinkets, articles,
newsletters (especially this one!) ... anything of value to keep
your name in front of them, and to keep them referring you to others.

Put these people in your contact management system 
and schedule a follow-up every 30 days.

I'm now going to use the previous tip and this one. Here's how I'll
make it easy for you to recommend these tips. Here's a message
you can customize slightly, and forward to your associates.
 

-------------------
EMAIL THIS TO YOUR SALES FRIENDS AND ASSOCIATES
"Here's something I thought you'd find useful. It's a weekly, free,
email newsletter with great sales tips. I find it useful. You can sign on and
check out the free back issues at
http://www.businessbyphone.com/backissues.htm  Or, just 
mailto:SteveL@businessbyphone.com and put JOIN in the subject line.
Plus they're giving away a free $10 off e-coupon for simply signing on."
-------------------
 

Why not go through your address book right now and forward that on
to everyone who could benefit?

=========================================


GET MORE REFERRALS
If you run across a start-up company while prospecting, ask your
contact for someone to talk to at their previous employer. Often, start-ups
are spawned from larger companies, companies that are in similar
businesses, buying like-items.

=========================================

BE CREATIVE, THINK BIG
If the 80/20 rule applies, and it usually does (80% of your business
coming from 20% of your customers), it makes sense that you want
to get more customers just like your most profitable ones. So target
them for referrals.

While the sales rep in the cubicle next door is
banging his head against his computer monitor, hearing no after no
from the icy cold, stale reader response cards he's working, you could
be mining gold from a directory list of fellow members of the association
your best customer belongs to, and they're expecting your call! 

Ask your best customer if she would mind drafting a testimonial
letter singing your praises, mentioning how your company helped her,
and how she highly recommends they also work with you. (Even offer
to write the letter to make it easier for her.)

Does it work? Like a charm, every day for those with the desire
and big-mindedness to try.

By the way, what group or association do YOU belong to that might
also benefit from these Tips? How about passing the message along
to them about getting the TelE-Sales Tips every week?

==========================================

THANK YOUR SOURCE
As the saying goes, what gets rewarded, gets repeated. You don't
want your referral source to dry up on you, you want them sending
you business EVERY TIME a situation arises that would be good
for you, and the person they are thinking of. Therefore, reward your
source for a referral. It can be as inexpensive as a thank you note,
or something material.

I have customers who buy my books in bulk and give them as gifts. 
Contact me and we can discuss something that your sources would
really appreciate.

MY BRIBE ...UH ... I MEAN THANKS
And here's my thanks to you for your referral ... make that a gift--
OK, call it a flat-out bribe. I'll give you $20 off of the books, audios,
videos and downloads in my online store as thanks for your referral.

If you want to take advantage of this, go to my site at
http://www.BusinessByPhone.com
Shop and make your selections and then in the Special Code box
in the Order Summary on the far right of the shopping cart page.
enter the code word: refer

Your $20 deduction will show up in the Total when you get ready to
check out. In the Comments section, simply enter the email address
or name of the person you had referred. (NOTE: One catch, the order
needs to total at least $21. And please, just one $20 redemption per
customer, please.)

This special link will be good for one week only, expiring on
Monday, 8/19.

By the way, as I alluded to earlier, we'll also offer $10 to the
Tips subscriber in their Welcome Message.

==========================================

The Referral Guru: Bob Burg
My friend, Bob Burg, author of "Endless Referrals," is THE expert
on getting referrals. In fact, he has a proven system for doing so.

I interviewed Bob for members of my Telesales Success Inner
Circle, and he shares this system in a 60-minute audio seminar
that you can get on CD, and/or download immediately. See
complete info at http://businessbyphone.com/burg.htm

In fact, that would be a great way to use your $20 "bribe"
I mentioned above.

==========================================

FINAL WORDS
OK, here's what we're looking for this week.

1. I challenge you to ask for, get and work as many referrals as
you can this week. Use these ideas, invest in some of the referral
resources I've shared with you ... just be sure you do SOMETHING.
E-mail me with your success stories and we'll share them in future issues.

2. Again, please get at least three or more people to sign up for
these free Tips.

=========================================


QUOTE OF THE WEEK
"If you don't fail now and again, it's a sign you're playing it safe."
Woody Allen 



Go and have your best, most referralest (save your emails;
I know that's not a word) week ever!

Art

=========================================

Learn How to Write Your Own Interest-Grabbing Opening
And Avoid Demoralizing Resistance, AND Art Will Review
it For You
Without a doubt, the most important part of your phone call
is the first 15 seconds. You can have the greatest product
or service in the world, but if you can't get past the opening,
you're sunk.

Most calls sink.

But it's not that difficult to say the right things to create
interest and avoid the things that most salespeople say
that ensure they get blown off the phone. I share these
ideas, strategies, process, and word-for-word examples
in my 90-minute teleseminar on two CD's, "How to Easily
Create Telephone Call Openings that Stimulate Interest,
and Avoid Resistance"

Plus, as a special bonus, I will personally review your opening
and make my comments or suggestions. For more info and to hear
a sample, go to http://www.businessbyphone.com/teleseminar2.htm

Planning Your Fall 2009 National Sales Meeting,
Or any of Your Training? Let Me Help
You Make It the Best Ever
If your company or association would benefit from a content-packed,
entertaining, interactive, how-to customized workshop on any
part of, or the entire telesales and prospecting call and process,
let's talk. I specialize in developing and delivering programs
that get sales reps saying and doing the right things, right
away, to get more YES answers from prospects and customers.
Isn't it time that the organization does something special
for the most important part of the sales process? Size of
group does not matter; I've done programs for as few as three
people and as big as 2000. If your people are not saying and
doing the right things by phone, nothing else matters. Let
me help you ensure it.

For more info, go to http://businessbyphone.com/art.htm, or
contact me at ArtSobczak@BusinessByPhone.com, or call
me at (402)895-9399. (Special incentive for Scottsdale/Phoenix
programs)

_______________________________________
 

Was This Email Forwarded to You?
If this issue was forwarded to you and you are not yet getting these free
weekly e-mailed sales tips,  send an email to
TelEHotTips @ businessbyphone.com. Please put "JOIN" in the subject line.

Please Pass this Issue Along to Friends, Co-Workers,
Customers ... Anyone Who Could Benefit.
They'll appreciate it, and so will I!


Or, simply have them go to www.BusinessByPhone.com and enter the email address.
 ______________________________________________________________________

Reprint These Tips In Your Own Publication
We encourage you to reprint these Tips in your own email, online, or conventionally-
printed publications. It's free, as long as credit is given. Reply with your
request. Contact: Art Sobczak, President, Business By Phone Inc. 13254 Stevens St.,
Omaha, NE 68137, (402) 895-9399.  Or, email:arts@businessbyphone.com

 ______________________________________________________________________

Art's Recommended Resource for Pre-Employment Testing
And Assessments for Inside Sales Reps

   

What Does a Hiring Mistake Cost You?
Before Hiring, Find Out If Applicants Can And Will Sell
Check out the Business By Phone Advanced Hiring
System. Hiring by "gut feel" often results in a "pain in the
gut." Take the  guesswork out with this personality profiling
and values testing that provides you with reports so
accurate it's eerie.  
Attention Managers Who Hire: Get a free test to evaluate by
going to http://www.advancedhiring.com/bbp/index.asp?ID=100