Want to spend more time selling and less time fishing for leads?
Here are three simple techniques that will massively increase the number of leads you get.
1: Write an article to establish yourself as an expert
Write an article that is direct and engaging: this will establish you as an expert while also helping you get customers. The easiest way of doing this is an article that provides a list, e.g. ‘The five biggest reasons to sell your house or upgrade now’.
Writing a simple article like this and putting it on your blog, in addition to having printed copies you could hand to each of your customers, can establish you as an expert and give your prospects a reason to quickly take action.
2: Be clear and direct when asking for referrals
Once you have met a customer’s needs, simply ask them a question that gets them to say that you have indeed met their needs and satisfied their requirements. Once they answer 'yes', be very direct in telling them that most of your business comes from referrals and you would like to ask them to refer you to at least X number of friends.
For example, if you have just sold someone’s house, you could ask him or her if they are pleased with the services you have provided. If they feel you have given them all that they expected and more, then hopefully the answer to this will be 'yes'. Once you get the yes answer, you can simply say: “I'm delighted to hear that you are pleased. Eighty per cent of my business comes from referrals. So if you have enjoyed working with me, I would very much appreciate it if you could tell five of your friends about me and keep me in mind if anyone mentions buying or selling a house.”
3: Provide over-the-top customer service and make sure your clients know it
Consistently do things that others simply don't and won't do. You can accomplish this by giving your clients the small things that cost you little in time and money, but will make you the most memorable salesperson they have ever worked with. If you can find an excuse to be memorable during the entire sales process and then once every six months, this will give you an opportunity to ask for referrals and repeat business every six months.
These three secrets can massively increase the number of leads you get in a short period of time. During the first 90 days, you will slowly start to see a difference. Once the leads start rolling in, you will be amazed at the types and amount of leads you have coming in on a daily basis.