We always have people in our networks who could recommend us and thus facilitate our relationship. Yet often we dare not take the plunge.
To develop your business, you have to know how to build relationships with prospects. Getting recommended remains ideal for increasing sales. The recommendation, however, engages the one who recommends you and is a guarantee of reliability for people who would like to use your services.
Imagine that when we give a recommendation, we will have reciprocity is a lure that must be discarded. It happens that we ourselves are able to connect a person for a business opportunity or for a meeting that could bear fruit and, conversely, a person that we could recommend. It therefore seems essential to forge close ties with the members of our environment. For this, a better reciprocal knowledge of our respective activities and our kisses facilitates the recommendations. Every member of our environment has become a member of our sales force. The recommendation, if it may seem the result of chance, finds its origin in the work that we do upstream to develop our relationships.
Whatever your sector of activity, the sales force that generates the most recommendations is made up of your own customers:
The request for recommendation requested : you ask your client to give him the contact details of potential prospects with him who would have a relationship of trust more than necessary to do that you have established a bond of trust with him.
Spontaneous recommendation: your customer satisfied with your services spontaneously talks about it to his entourage. The key question now is to facilitate and stimulate your customers’ recommendations, to make them want to talk about you, to give them good reasons to promote themselves by recommending your products and/or services. Nothing is more relevant than a satisfied customer for word of mouth. He will be happy to network in order to put you in touch.
you cheat on them
- Always have business cards on you to exchange your business cards. Ask each person you meet for a second business card, including one to possibly send to people who can receive them through their services. Write notes on the back of business cards. Note that you are useful for your memory of the people you meet.
- set a retroplanning: the people to meet, the people whose contact must be sought in order to be put in touch.
- to listen rather than to put forward.
- ask questions to get to know the people you meet better.
- recommend yourself as soon as possible. The best salespeople believe in the “give” philosophy and the boomerang theory.
- monitoring. Even if you apply the principles above, they will have no positive impact if you do not follow up on the contacts you have just created and therefore managing your time is essential.
- Sorting out former colleagues, former suppliers, your customers, your circles of friends and family, thinking about the people who have found an interest in the expertise you put forward, and questioning yourself about the relevance of a network more or less important.
- Send an e-mail regularly to ask for news.
- Getting known also involves communicating filed by attending events.
- intervene the lords of certain conferences you allow to establish a solid network to carry out recommendations.