Prospecting Methods: Referrals

A metric that you are a good sales person is when your customers give you referrals. This means that you have successfully maintained your relationship with the customer and gained their trust. The customer has confidence in you to the point that they are willing to refer you to their contacts with the hope that you would be able to help them.

That is why it is important to build relationships with your customers. If you have a good relationship, when you ask for referrals, the customer will gladly give them to you. A satisfied customer may even call ahead and set up the appointment for you. It is a very powerful statement when the customer places their confidence in you.

Also, it is important from time to time to ask customers for referrals. Note that your customers are within a specific industry and as such know which people you could contact to get better results against your sales call. Use this information to your advantage.