REFERRAL
SALES
A guide to generate leads through channel distribution
Presentation By : Arun Dubey
STEP 1: TARGET YOUR DREAM CUSTOMER
•Define your ideal customer.
IDEAL Take a look at your most valuable customers – they likely share key
characteristics that make them amazing (i.e. company size, revenue
CUSTOMERS range, ability to pay on time, personality, demographics,
profitability, etc). A deep understanding of your ideal client will
boost your bottom line because you can repeat what’s already
working for you. It also makes it easier to describe your perfect
prospect to referrers.
•Identify your best referrers.
BEST Referrers are people who know your company and already think
highly of it. Typically, they have some sort of pull on your prospect,
either through a personal or working relationship. Referrers can be
REFERRERS existing clients, vendors, complimentary service providers, and/or
business friends.
Presentation By : Arun Dubey
STEP 2 : EDUCATE REFERRAL SOURCES
•Clarify your differentiation:
Make sure your referrers understand how your company is
unique and how your products and services make a difference
to your ideal clients.
DIFFERENTIATOR
•Educate your referrers:
Talk to your referrers to help them understand what makes an
ideal client for you. This streamlines your process and helps
your referrers keep their eyes out for a great match.
•Equip your referrers:
Develop valuable content that your referrers can share with TOOLS
their networks. Reports and guides can be easily passed along –
either in person or via email. When your referrers have great
information to provide to people, they get excited to share it.
•Connect virtually:
Update your social media accounts and company page so your
referrers can provide online introductions and make VIRTUAL
connections virtually.
Presentation By : Arun Dubey
STEP 3: ASK FOR REFERRALS
Presentation By : Arun Dubey
STEP 4: RECOGNIZE YOUR REFERRERS
Presentation By : Arun Dubey
KEEP PRACTICING
Presentation By : Arun Dubey