Referrals present one of the most crucial components of a successful inbound marketing strategy and tow truck industry relies majorly on referrals to drive sales to their business. As a matter of fact, there is no more reliable way to grow a business than through sourcing referrals. However, it must be done in a systematic and smart way. Unfortunately, most sales people use outdated methods for referrals, that in most cases fail. Referrals can be done in better ways and can ultimately transform your sales for the better. Here are some of the most notable referral strategies that you can implement for your business.
Overcome the fear of asking
If you are afraid of asking for introductions, that is the first step you need to conquer. The only way to get over this fear is just by asking. You will never lose anything by asking for an introduction. You never know how much business you will lose by not asking at all. It is important you overcome your fears and ask for introductions. Fear of asking for introductions is a major opportunity lost. You need to force yourself to work through your fears and see the opportunities that lie by your side.
Phrase it as a request for help
When you ask for introductions, it is important to phrase it as asking for help. This is because people love to help others especially when they already know and like them. You can begin the process by telling them that you were wondering if you could get their help with something. When you do that, you will be setting yourself up for a very productive chat that can leave the other person feeling good and being more willing to help you.
Leverage your entire network
You need to take advantage of your entire network and see the business they can generate for you. You should not limit yourself to just one group when it comes to asking for introductions. Your existing clients will be a great resource and you should never limit yourself. Your past customer, industry connections, former and present colleagues, friends as well as family can be a great source for your help. The more people you can include in your circle, the better you stand to benefit.
You need to get specific about your ideal introduction. One of the biggest mistakes salespeople make is not being clear about the kind of introductions they want. You need to be very specific about what your ideal introduction looks like. When you ask for introductions, you need to give clear examples about the types of prospects you are interested in connecting with. You need to share information such as their specific job titles, the companies they work for, the industry they are involved in and other important aspects.
You also need to hold yourself accountable to numbers. You need to make a plan and stick to it. Failing to hold yourself accountable to what you do is one of the most common reasons why you will not get referrals. If your goal is to ask for five introductions per week, then work on creating a system that holds you accountable to those numbers per week.