BEGGING OR HELPING?…the most powerful sources of business in Sales are referrals and past clients. Those loyal individuals who have done business with you in the past and either send you a friend or buy again. Why is it then that so many Salespeople hesitate to take advantage of this great source? Why is it that only a few Salespeople make a point of consistently Asking for Business from the very people that know, like, and trust them? In surveying literally 1000's of Salespeople over the years here is the most common answer I hear:
"I don't want to appear like I am begging… I don't want them to think I'm desperate… I don't want them to think I need the business and the ever-present…I don't want to seem pushy!""
The truth is, most Salespeople share this concern to some extent. When you read the above, it sounds ridiculous but deep down inside this is a very common fear. It really boils down to how you feel inside about "what you are bringing to the table".
Here's your ACTION STEP… the Salespeople that seem to be the best at asking for referrals/business share one common trait… they are very confident about the following:
1. "I am the best choice for my Clients to use. They are far better off choosing me than anyone else. I am the real deal".
2. "My product/service is highly superior to anything else on the market. By choosing what I have to offer they are definitely going to be further ahead".
3. "You get what you pay for… by selecting me as your Sales Representative + my product/service you are getting the best of both. There is no risk here".
Your job is to get your thinking to the stage where you are 100% convinced of the above three statements.Take the time to work on your self-confidence, take the time to understand the benefits of what you are selling. Most important of all… take the time to get really good at presenting the powerful package you have to offer (ie: the combination of you and your product/service). Here's the right attitude: "They are fortunate I am asking for their business, the alternative is definitely not the right choice". Accept this fact…when what you are offering is clearly to the benefit of the Customer and it clearly is to their advantage to have you in their lives…there is no "begging" involved. They're lucky you called. NO Excuses.