“THAT IS SO NICE”
THE POWER OF REFERENCES
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
Frequently potential clients will want to talk to folks who have used you in the past. There are people who know you, your work and can vouch for you, our highly-prized references. These are people who speak for you and solidify your reputation in the market. Over the years, many super people have helped me build my business through their good words.
Some things to remember while building and maintaining your references:
· Always ask in advance how they would feel about being used as a reference.
· Ask how they wish to be contacted – office phone, cell phone, e-mail, fax, etc. Be certain you understand their wishes.
· Every December give them a chance to “opt out.” Send a nice note thanking them for the past support and asking if want to “take a break” or continue to speak for us.
A couple of weeks back this was carbon-copied to me by a potential client after contacting an existing client:
· “Had a very positive discussion with (Name of person) with (Company) related to David Rubenstein and his “Sell like Hell” program. (Company) has realized some significant gains throughout their sales efforts as a result of adopting some of Rubenstein’s selling suggestions and principles. One of the biggest gains they have realized was within house accounts which got my attention.”
Let your best clients help build your business.
HTS?
Good Selling!
SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.
No comments:
Post a Comment