A Simple Strategy for Sales Growth
There’s a pretty good book on sales called The Little Red Book of Sales Answers (Gitomer, Jeffery, Prentice Hall, 2005) that I was given a few years ago. I won’t mention the giver’s name, because he didn’t give me permission to do so, but I want to publicly thank him because it has been a great resource. It’s a good read with a lot of valuable and actionable advice.
On pages 124 – 127 there is a discussion of how to determine how good you are at selling. What I find interesting, says something about me, is that the first indicator of this is whether you routinely include asking your clients for a referral to another customer “just like them”. Why is this interesting, you say. Well, you may have guessed by now. It is simple, indicative of how good the client relationship is, and it will potentially double your revenue if you capture the referrals.
I don’t know about you, but I like simple, straightforward multiple data gathering that results in strong feedback and potential growth opportunities. I’m just like that.
So, what about a twist on this technique that I have had success with at Stratalyne? We design and deliver surveys for clients (as a confidential third-party to encourage candor) that poll the client database for feedback and referrals. It takes a little time to set up but the results are in the client’s hands within a month or so and that is actionable data for sure.
If you were interested in this technique and wanted to launch it let me know (contact Stratalyne).
By Michael Sacco – MBA, SHRM-SCP, SPHR
© 2015 Stratalyne Business Solutions LLC
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