Give Something, Get Something

The idea of "give something, get something" is a sales technique that I have mentioned in a previous blog post.  Sales leads are GOLD.   Leads can come in from several sources--some good and some not so good.  The absolutely best source of leads is someone you've just sold your product to.  And every single salesperson can use this method:Ask your customer if there is someone he knows who can use the product you just sold.
Referrals, referrals, referrals in sales is like location, location, location in real estate.
Happy customers are the best sources of leads.  Do NOT be embarrassed to ask. You ask for the order and you ask for a referral--this is a one-two punch that needs to be in every salesperson's bag.  It should be automatic.
However, it is very easily forgotten in the excitement of getting the order. The absolute first thought when you get an order should be: "where is the next order coming from?"  And the answer is:  "from the customer who just gave you the last order."
Don't be afraid to ask for a referral.  Make it an integral part of thanking the customer:  "Thank you for the order.  Can you suggest someone else who may be in the market for my product?"
Ask.