Referrals and Testimonials in Sales

           Referrals means the act of referring someone/something for consultation OR a person who can be referred to.Testimonials refers to people or formal statements testifying to someone's character and qualifications.

ASKING FOR REFERRALS : 

Make asking for referrals a part of your presentation.This will help you reach out more number of people and you obviously will end up giving more number of presentations.In order to get the referrals we must do the following :

1. Establish a good rapport with the client

2. Have a satisfied client.

3. Know how to ask for referrals.

4. Be proactive.

      In case a person is hesitant to give referrals,the salesperson must find out the reason for hesitation.Getting referrals is a matter of earning them,because referrals put the referring party at risk.Hence,the only way to get referrals is to establish TRUST.

TESTIMONIALS :

A Testimonial really gives confidence to the prospect who mentally tells himself :

1. If they could trust the seller,so can I 

2. They must have done their due diligence.

3. If the products are good enough for them,I'm sure they would be good for me too.

4. They must have been satisfies that's why they gave a testimonial letter.

HOW TO OBTAIN A TESTIMONIAL LETTER :

Just asking for one testimonial is a wrong way.To this,client may not turn up.This is because your client's and your priorities are different and he may just forget.

The following approach works well :

1. First,Confirm that the client is totally satisfied.

'Mr.....,do I take it that you are totally satisfied with the solution that we have provided you ? It takes care of your need,doesn't it?

2. 'Could I use your name in case somebody would want to talk to a satisfied client?'

3. 'Just to make it easy I can draft a testimonial letter with your approval or amendments,you can have it photocopies on your letterhead,would that be OK?'

      These are some of the  significant approaches to get a testimonial letter.

Hopefully this blog post was meaningful and knowledgeable.Would love to add more to it,in the future.

Thank you for reading.

VISHWESH WALI-INDIA