With the 97.7% of U.S. businesses having fewer than 20 employees, salespeople are now also responsible for keeping customers. These small firms including real estate do not have the financial wherewithal to maintain dedicated customer service departments. Salespeople are customer service people because research continues to show the cost of keeping a client is far less than acquiring a new one.
Additionally within this sixth step, there is an incredible opportunity to increase sales. After the sale is delivered and the real estate salesperson verifies all went well, he or she can return at a later date and ask for three referrals. Depending upon the relationship between the realtor and the client, this asking may happen when meeting with the client to ensure all is well.
Sometimes the client is so happy, he or she asks for additional business cards to share with familhy and friends.
What never ceases to amaze me is the number of small businesses sales professionals who never ever ask for sales referrals. The first reason is they just don’t think about asking and the second reason is because they don’t know how to ask.
By employing education based marketing with an emphasis on nurturing and keeping existing customers, asking for sales referrals becomes far easier and better yet reaffirms the business ethics of the asking salesperson. Remember people buy from people they know and trust.
Yes you can ace and win more sales when employing these six steps. The key is to be consistent. Now the choice is are you willing to unlock each step with the right key to increase sales?
Graphics Courtesy of Pixabay.com
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