Let me guess: you want more business.
No matter what industry you are in, it’s the universal axiom. Who doesn’t need more extremely precious and necessary customers? They are the users of our services and products, the supporters of our agencies and institutions. They are, make no mistake about it, our lifeblood.
So how do expand your business?
You, my readers, are smart, so I am willing to bet that you do precisely what you are supposed to do...what you have been taught and trained to do:
You advertise and implement a marketing plan; maybe you run print campaigns, maybe some radio, TV spots, or web ads; perhaps you’ve been using extensive direct mail campaigns or a monthly newsletter. You're e-mailing your customers, you’ve invested in a nifty web site, you're blogging, Linking In, and tweeting.
But you still haven't met your goals. Your business still needs growth.
The Secret Sales Weapon At Your Disposal
There is one tactic you can come back to over and over again. It’s so simple yet so often overlooked.
Ask for referrals.
It’s the one resource you have at your disposal and, if you have more than a handful of loyal supporters, you have countless ways of you disseminating your message.
How many times have you heard or read these words: A SATISFIED CUSTOMER IS YOUR BEST AD!
So, I’m here to give you the tough love you need: suck it up and do the following steps today! No more excuses, no more procrastinating. Do this today!
Prepare a list of your most loyal 15 clients that could serve as champions for your brand. Write down their e-mail addresses. If you do this and send 15 e-mails out today, you WILL get at least 4 responses within 24 hours. It’s tried, it’s tested, it works.
The Exact Script You Need
How to ask for recommendations for people to talk to. Sometimes the hardest step is sitting down and simply writing the "ask" e-mail. So I'm here to help you do it.
You can use this exact script if you'd like, or tailor it to fit your needs. This script works.
Hey Joe,
Great seeing you at the game last week (something personal). Hope your practices continues to be busy.
You may recall that awhile back I mentioned that I was planning to expand my business.
Well, that time has come. As a loyal client of mine who understands the value of [description of your service/product], it would be quite helpful if you could introduce me to some like-minded friends, business associates, relatives or board members...anyone in your network who might benefit from having a brief conversation with me to find out more about (again, specifics).
There are a couple of ways to move forward with introductions, and I can send an e-mail template if you'd like. You can customize it and e-mail it to your connections and copy me stating that I will be calling. You can assure each individual that this call is just about a conversation, with no (sales...solicitation...etc) pressure.
Joe, are you okay with this approach?
-Larry
(If you need help with the second step, i.e. writing that customized template/e-mail that your connector can send to his/her contacts, that's a prime coaching-session topic.)
The Keys To A Great E-mail
Here’s why I LOVE using the e-mail above as a template.
I never, ever ever use the word referral. You don't want a referral. You want (as my friend and expert Sales Consultant John Rosso says) an INTRODUCTION. He explains that "even your most loyal donors are reluctant to make referrals, but to make an introduction, that's easy to agree to," especially if done through an e-mail from a client or existing donor to specific people in her existing and vast network.
An e-mail that introduces YOU and enables you to secure a face to face meeting with your now qualified warm prospect.
E-mails should be brief and concise because people are busy and get bored – to be blunt – quite easily. Ask ONE pointed question so they know exactly what is expected of them.
As I've said before: the rest is in the details...necessary details...the details that you will identify and uncover through the Coaching process.
Obtaining these credible introductions turns cold calling in to warm calling, costs 0 dollars, and increases the odds of success much more than target marketing or the traditional methods of broadcast and print. Your existing base of gratified customers is the opportunity you have created by what you and your business or organization has done to secure such loyal support. You have developed this commitment...now use it, build upon it. Seize this opportunity you have made possible. Let me help you.
Write Those E-mails Today
You gotta love this letter:
Dear Optimist, Pessimist and Realist,
While you guys were busy arguing about the glass of water, I drank it!
Sincerely,
The Opportunist
No matter what industry you are in, it’s the universal axiom. Who doesn’t need more extremely precious and necessary customers? They are the users of our services and products, the supporters of our agencies and institutions. They are, make no mistake about it, our lifeblood.
So how do expand your business?
You, my readers, are smart, so I am willing to bet that you do precisely what you are supposed to do...what you have been taught and trained to do:
You advertise and implement a marketing plan; maybe you run print campaigns, maybe some radio, TV spots, or web ads; perhaps you’ve been using extensive direct mail campaigns or a monthly newsletter. You're e-mailing your customers, you’ve invested in a nifty web site, you're blogging, Linking In, and tweeting.
But you still haven't met your goals. Your business still needs growth.
The Secret Sales Weapon At Your Disposal
There is one tactic you can come back to over and over again. It’s so simple yet so often overlooked.
Ask for referrals.
It’s the one resource you have at your disposal and, if you have more than a handful of loyal supporters, you have countless ways of you disseminating your message.
How many times have you heard or read these words: A SATISFIED CUSTOMER IS YOUR BEST AD!
So, I’m here to give you the tough love you need: suck it up and do the following steps today! No more excuses, no more procrastinating. Do this today!
Prepare a list of your most loyal 15 clients that could serve as champions for your brand. Write down their e-mail addresses. If you do this and send 15 e-mails out today, you WILL get at least 4 responses within 24 hours. It’s tried, it’s tested, it works.
The Exact Script You Need
How to ask for recommendations for people to talk to. Sometimes the hardest step is sitting down and simply writing the "ask" e-mail. So I'm here to help you do it.
You can use this exact script if you'd like, or tailor it to fit your needs. This script works.
Hey Joe,
Great seeing you at the game last week (something personal). Hope your practices continues to be busy.
You may recall that awhile back I mentioned that I was planning to expand my business.
Well, that time has come. As a loyal client of mine who understands the value of [description of your service/product], it would be quite helpful if you could introduce me to some like-minded friends, business associates, relatives or board members...anyone in your network who might benefit from having a brief conversation with me to find out more about (again, specifics).
There are a couple of ways to move forward with introductions, and I can send an e-mail template if you'd like. You can customize it and e-mail it to your connections and copy me stating that I will be calling. You can assure each individual that this call is just about a conversation, with no (sales...solicitation...etc) pressure.
Joe, are you okay with this approach?
-Larry
(If you need help with the second step, i.e. writing that customized template/e-mail that your connector can send to his/her contacts, that's a prime coaching-session topic.)
The Keys To A Great E-mail
Here’s why I LOVE using the e-mail above as a template.
I never, ever ever use the word referral. You don't want a referral. You want (as my friend and expert Sales Consultant John Rosso says) an INTRODUCTION. He explains that "even your most loyal donors are reluctant to make referrals, but to make an introduction, that's easy to agree to," especially if done through an e-mail from a client or existing donor to specific people in her existing and vast network.
An e-mail that introduces YOU and enables you to secure a face to face meeting with your now qualified warm prospect.
E-mails should be brief and concise because people are busy and get bored – to be blunt – quite easily. Ask ONE pointed question so they know exactly what is expected of them.
As I've said before: the rest is in the details...necessary details...the details that you will identify and uncover through the Coaching process.
Obtaining these credible introductions turns cold calling in to warm calling, costs 0 dollars, and increases the odds of success much more than target marketing or the traditional methods of broadcast and print. Your existing base of gratified customers is the opportunity you have created by what you and your business or organization has done to secure such loyal support. You have developed this commitment...now use it, build upon it. Seize this opportunity you have made possible. Let me help you.
Write Those E-mails Today
You gotta love this letter:
Dear Optimist, Pessimist and Realist,
While you guys were busy arguing about the glass of water, I drank it!
Sincerely,
The Opportunist
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