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How To Optimize Your Membership and Tournament Referrals!
When you are in sales, referrals are money! Below are four steps to best optimize your referrals:
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Ask for it. Ask for a referral after you finalized the sale. The new customer is already excited about your product or service, so capitalize on that energy.
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Listen. God gave you one mouth and two ears for a reason. When asking for a referral, listen and take great notes. Don't interrupt your customer's stream of consciousness. Take notes and then ask for more detailed information.
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The conversation usually looks something like this. "Yeah, I know a a couple of folks...let's see, um, Brian, oh, the guy at Eagle Stream, and my buddy in Tampa". Now you have three leads. Go back and ask for Brian's last name and his contact info. Then ask about the guy at Eagle Stream. Then ask about his buddy in Tampa.
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If you start asking for details too early you'll break the stream of consciousness and lose the other leads.
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Be systematic. Ask for referrals on a regular basis, maybe three times a year.
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Rewards. Give your existing customer a discount on their next purchase for every referral they give you.
Until Next Time.
Alan Stalcup
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