Use Your Website and Social Networks to Generate Easy-to-Close Referral Sales
Sales referrals are among the most valuable prospecting methods used by salespeople at small businesses to generate new leads. A referral doesn’t mean a closed sale, but there is a remarkable difference when using this tactic because the sales process has already begun when a customer recommends your business to a friend or colleague.
A satisfied customer is a small business’ greatest asset. A satisfied customer is your best customer and in turn becomes a business advocate, as they will most likely spread the word about your business. This is where your website and social networks come in to play.
First, identify and invite your newly satisfied “advocates” to write customer testimonials of your product or service to post to your website. Testimonials are an even more powerful sales tool when utilizing multimedia, and can be a great way to share on your company’s social media networks. Additionally, don’t forget to encourage your advocates to spread the word by posting their testimonials on their Facebook pages with a link to your website.
Review sites such as Yelp, Google Places and Amazon, or even your Facebook and Twitter pages, are also great places for your best customers to leave their own reviews. Customer reviews make your product or service more attractive to new customers, because potential clients are more influenced by the opinions of their peers than your advertising or marketing. Ninety-seven percent of consumers search for local businesses online and it can be in your best interest to create an account on one of these review sites.
Once your network of advocates is in full referral mode, you can also get them to share your special offers with friends and colleagues. Make your offers easy to share and create a way to give your advocates a heads-up that the offers are available. Although sharable offers are just as effective when customers don’t receive any compensation for sharing them, don’t hesitate to reward them. It’s not always about money, consider other gifting options.
Getting your customers to sell for you can be a great tactic for your business to employ, one for which your sales team will be grateful.
This week’s blog was written by Kymberly Sheckleford. Kymberly is an Analyst with C2G Resourcing, a subsidiary of Consultants 2 Go, LLC.