Referrals have major strength to get you more sales. Often, if you have a target market, the people who are in it will spend time together. People often hang out with others who have similar interests. Anyone in those circles, because of their similarities, might find your business useful.
Someone your business can potentially serve is much more likely to come to you if they already know your product or service works. If they know somebody who is already a loyal customer, and you get a strong recommendation, you might have already made new sales without even having communicated directly with a potential customer.
People are also often afraid of new things. Someone might be very hesitant going to your business without any prior experience. Your existing customers have already tried out what you have to offer. For them, it isn’t new. Their recommendation makes it much less risky for a new customer to visit and buy from your business.
With this in mind, one sales approach your business has to implement is getting those referrals. Sales should involve previous and loyal customers as much as it does the new ones who haven’t come yet.
It’s important to make sure you’re delivering results consistently with your current customers. Anything less than what you originally were able to offer them runs the risk of losing them–– or worse, getting negative feedback to potential customers. Instead, always strive for more.
Whatever feeling made them decide to buy from you in the first place is the one you should be replicating, and to an even greater extent whenever possible. They should feel more cared for, more tended to, more important to the story of your business than they were when they first walked through your door.
This process can combine with marketing to send out surveys. Surveys can check in to make existing customers feel like their opinions matter. It also gives them an importance in your business. Their feedback directly impacts your business’ success.
You can also encourage them indirectly to make referrals. If your existing customers know exactly what your business helped them with, they can more easily make recommendations to others. Be clear about what your business represents.
Continue to let your existing customers know that area of their lives your business is there to serve. In that way, you can put your business at the forefront of your customer’s mind whenever a specific aspect of life comes up. If somebody has an issue with x, y, or z, your existing client will remember that you’re the one to call. With the positive experiences they’ve had, they know you deliver exactly what somebody they know needs.
Sales happen with you establish a human connection and deliver a feeling that a person has been seeking, whether consciously or not. Your sales department, provided the right resources and working together with others within your business, can deliver that feeling and connection consistently and help your business to succeed.