The Most Underused and Powerful Method of Lead Generation

Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients?

I'm going to show you the easiest, quickest and most effective lead generation method to grow your business, using word of mouth or referrals.

Referrals are the most effective way to create a steady stream of customers for your product or service. In most businesses referrals generate over 70% of their sales. However, salespeople spend the least amount of time, money and energy developing referral sources.

Doesn't it make sense to put your focus, attention and resources into the lead generation activities that will reap the greatest benefits?

If you aren't currently using a system to generate referrals, you're leaving thousands of dollars on the table and missing out on a golden opportunity to skyrocket your sales.

According to statistics, the average person has a relationship with 250 people!

In other words when you write a list of everyone you know personally, it will likely add up to around 250 people.

What this means is that every client you currently have opens a door to 250 more!

So, when you know how to get your clients talking about your business, you'll have a big network you can easily tap into.

Could anything be better for lead generation for your business?

Developing referral sources begins by creating relationships. Smart sales people will break even or even lose money to create a relationship with a new customer.

Why?

They understand that once they have a relationship with a client, selling to them becomes much easier. So it makes sense to do whatever you can to create new relationships.

Word of mouth is a very powerful tool. When you harness the power of word of mouth, you can build relationships with hundreds of people through the network that your clients have.

Since we all trust our family and friends more than we trust sales people, getting a new client by referral is easier than getting a new client by any other means of self promotion.

A referral gives you instant credibility with the family and friends of all your current clients. When your clients refer someone to you or your business, they are giving you a personal endorsement. They're saying to that friend or family member they trust you and whatever bond you have with your clients can and often will get transferred to their friends when they're enthusiastically told about you.

According to industry sources, customers who come to an individual or business by referral:

?Spend more money on each purchase
?Buy more often
?Are more loyal
?Refer more customers
?Trust your advice

So by seeking out referrals you'll increase your income and have more time to enjoy life.

Most of the time getting referrals is free. Even if you do spend money to maximize your lead generation by referral it's the best place to spend your marketing dollars.

In order to get referrals on a regular basis and to continue to grow that number over time it's important to have systems in place and a plan for generating referrals.

In the next article I want to share with you the first few pieces of "How to Master the Art of Referrals".

Jim Klein is the owner of From The Heart Sales Training. He helps sales professionals attract new clients, close more sales and generate an abundance of referrals so they can increase their income and enjoy life more.

Click Here Now for free Sales Training. Sign up for our newsletter "The Sales Advisor". Each issue contains sales tips, techniques, articles, tools, products, and up-to-date sales and marketing ideas.

In The News:


pen paper and inkwell


cat break through


Be Yourself

Here's the thing... you still have to make every marketing... Read More

Sales Lessons from Bob Vila

There's more to what he does than meets the eyeWith... Read More

Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales

A lot is written and talked about in regard to... Read More

Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to... Read More

Get More Clients Now!

Although David has been a graphic designer for a decade,... Read More

Three Types of Salespeople

"There are three kinds of salespeople; those who make things... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you... Read More

Build Rapport by Mirroring

Traditionally, salespeople look for something in the office that begs... Read More

Sales Language: Whats Wrong with But?

Language is one of the most important tools you have... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

Are You Deaf? Dumb? Blind at Trade Shows?

I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More

Order Takers vs. Sales Professionals

As business owners we all know that in a ideal... Read More

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if... Read More

The Art And Science of Closing - How To Close More Sales Right Now

One of the questions I often get asked as a... Read More

Objections Are Buying Signals? Usually!

How well do you handle objections?The fact is, most people... Read More

Selling - Always Go for Top Money

If you've ever flown economy class on an international flight... Read More

Why Salespeople Dont Take Risks

Proponents of traditional sales training simply teach the material, sometimes... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

Being Politically Correct When Selling Can Cost You Sales

In our culture it is basically un-American for a prospective... Read More

How To Get Clients To Take Immediate Action

Are you tired of excuses? Looking for a persuasion technique... Read More

Its All in the Questions

Contrary to many of the books on how to be... Read More

Smart Discounting: The Right Way To Discount Your Products

If a store had a great discount in the middle... Read More

TheTop 10 Reasons Why Salespeople Get Outsold

In my business, it has been an interesting and very... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I... Read More

Resistance Training for Sales People

What was the quickest rejection you ever got? 2 minutes... Read More

Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

How To Become A Sales Superstar And Have Fun Winning More Business - Start Here!

One of the interesting things about being a coach and... Read More

10 Ways To Improve Your Sales

1. Determine your current situation. How are you currently positioned... Read More

Change Takes Time

I am writing this at the Philadelphia Airport on my... Read More

Survival On The Road! A Resource For The On The Road Sales Professional

It makes no difference if you are a Saleswomen, a... Read More

How Pareto?s Principle Impacts Your Sales Success

Pareto's Principle {the 80/20 rule) is vividly illustrated in the... Read More