Most sales professionals are probably familiar with prospecting, asking for referrals, and cold calling. What if there were a way you could eliminate those activities and focus your time on receiving and taking care of customers rathering pursuing them? In my 40 years of coaching, I have actually worked with clients who are so good at attracting clients they didn’t need to seek them. The good news is all these folks achieved this by doing the same four things:
#1 Respond promptly. We like doing business with vendors who are eager to do business with us. Have you ever walked into a store and had to wait a while before you were even acknowledged? Establishing a reputation of quickly responding to people shows that they are important.
2. Product delivery. Whatever product or service we provide, deliver on time with excellence and “WOW”!
3. Show a genuine interest in your clients and what is important to them. Do we know? Are they a sports fan, and super Dad or Mom, do they have a hobby or like to travel/
4. Read voraciously. This piece is most commonly overlooked. Those in the top 3% read a lot. There is no shortcut here. Avid readers “know their stuff” and the “latest”. If we don’t, we can lose respect.
The folks I know who consistently do this are almost always in the top tier. They don’t ask for referrals…they EARN them.
