Everyone agrees that selling to someone who was referred to you is much easier and enjoyable, in most cases, than iced-cold cold calling will ever be. Close ratios are better, customers are “warm” to us already, and if nothing else, those referred to us tend to be more respectful of our time and often will give us the “quick no” if not interested, simply out of courtesy due to the referral. Ahh… how sweet it is. If only all selling was like this.
Hold on… you can build your business so that most of your business DOES come from referrals and alliances. Our Monday call will talk about this, and we’ll hit onto 3 ways to build bigger alliances. When I say bigger, I don’t necessarily mean bigger in size, although it could be. I am referring to “thinking big” and having such strong alliance partners that they are like salespeople out on the street for you — like people on your payroll.
Alliance: working with another business or businesses to leverage your strengths, outsource your weak areas, or simply work together to promote, endorse, and passionately recommend each other’s businesses as if they were your own.
3 Ways to Build Bigger Alliances:
1. Think B-I-G. Stop counting pennies and focus on thousand dollar bills.
2. Track your alliances and consider easy-to-put-in-place referral fees.
3. Make focused time in your schedule each week to plan activities with your alliance partners and make ongoing activities happen for mindshare.
Join the Score More Sales call and voice your opinion – plus enter the contest for a free Starbucks card! (need not be on the call to win.. simply post your best idea to build business alliances that work well – and send me your mailing address, and I will be awarding a card and mailing it out on Monday.