Get Your Best Leads From Current Customers - Part 1
Tuesday, February 3rd, 2009 by StrategicDirectionTop Sales Professionals never rely on marketing for lead generation. Over the years I have seen and done some creative things to generate quality leads including sending out “birth announcements” to local prospects announcing the launch (birth) of a new product. This not only got a chuckle or two but it moved clients to pick up the phone and call. The best leads (and by best I mean most qualified) come from existing clients/customers. There are some great advantages to referral selling:
1. The leads are/should be pre-qualified
2. Pricing is known and fixed
3. Potentially shorter sales cycle
4. If a demonstration is typical this may get you around it citing the customer as proof of the product’s performance.
The key to successful selling using referrals comes from proper planning..
Coming Soon - Part 2
