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The video camera and the pump

How to make a referral presentation

“I wouldn’t give out the names of my friends or family to a salesperson!” says the typical customer.

“It’s easier for me to just go cold than to chase down referrals all over town,” says the typical salesperson.

In his CD program, “Sell It! With the Million Dollar Attitude” Joel Weldon acknowledges these typical responses and goes on to say: “Most referrals really are no better than a cold call, unless you make them better.”

To help increase the number and quality of your referrals, Joel suggests a Twelve-Step Referral Presentation.

Here's what you can do: After you close a sale, be sure to follow up with a service call. Do everything you promised, plus a bit more. Remember that most customers have been negatively conditioned by unscrupulous salespeople. So to begin your referral presentation:

  1. Remind your customer of what you have done for them.
  2. Confirm your customer’s satisfaction.
  3. Tactfully mention problems with products from “ordinary” companies.
  4. Explain how you solve such problems.
  5. Ask your customer to help others avoid such problems by giving you the name of the one person who would be most interested in the benefits you offer.
  6. Show your expectancy by keeping your pen poised to write.
  7. Focus your customer’s mental video camera on specific neighbors or associates.
  8. Continue showing your expectancy. Stop talking and wait.
  9. Again focus your customer’s mental video camera.
  10. Explain how you will approach these referrals.
  11. Focus the video camera again and continue pumping out names of referrals.
  12. Ask questions to help you qualify each referral. Later, after contacting your referrals, report back to your customer and say “thank you” in a unique way. Continue providing outstanding service to all your customers.

“Sell It! With the Million Dollar Attitude” contains 12 CDs and teaches a method of rating prospects, along with ways to be extraordinary in your customer’s eyes and establish believability and trust.

For more information on this and other excellent recordings, call our Scottsdale office at: 1-800-852-8572 or click on: http://www.SuccessComesInCans.com

© JOEL H. WELDON & ASSOCIATES, INC. http://www.SuccessComesInCans.com ®

Other articles on Selling

Gain a slight edge | Choose the right selling words | Are you a salesperson or a wrestler? | Closing average: ten sales an hour | Practice doesn’t make perfect! | Drop me in Dubuque! | Be a "salesfriend" | Smile - you're on the phone | Thighs of nymphs at dawn | The video camera and the pump | The Chair

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