Need New Leads?

Monday, October 8, 2007, by Leigh Anne

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Last week during my coaching calls with team members there was a common theme that kept coming up - getting new leads. Keeping your customer “pipeline” full of new names is an important part of keeping momentum going in your direct sales business. When you begin your business, your family and friends become your first customers - people you know. But we all only know so many people and after we have contacted and shared our business with the people we know we may find ourselves with a “dry well” - we’ve run out of people to talk to about our business or have we? Have you really “talked to everyone you know?” Well maybe you have but I promise you, you have not talked to everyone that everyone you know knows!!

One of the benefits of having a direct sales business is that you establish relationships with your customers - hopefully they like you and they love your product! A happy customer is the best form of advertising you can have - better than any form of paid advertising by far because that happy customer is going to tell others about you and your products. That customer may need a little prodding and encouragement to share with her friends but that is your job!

If you have not done so already you need to develop a system for creating on-going customer leads which will give you an unending supply of new customers - that “pipeline” will always be full. So how do you do that - well it’s actually quite simple - YOU ASK!

But first -

1. Offer exceptional customer service. When your customers are happy with your products and your service they are more anxious and willing to share with their friends. Always focus on your customers satisfaction first. Once you know she is happy you are ready for step two.

2. Always ask for the Referral - it’s that simple. This can be done verbally at your home event after you’ve taken their order, during a customer phone call, etc. or in a follow up email also. You will have the most success getting referrals at the point of sale - that is when your customers enthusiasm is the highest. Don’t miss that opportunity.

Let your customers know that you depend on and build your business through referrals. “Suzy, I am so glad you came to Mary’s show tonight. I know you are going to love the products you have purchased. I build my business on referrals from happy customers like you. Like most of my customers I am sure you have friends who would love our(product) just like you. Would you be willing to share the names of a few of your friends that I could contact and let them know about our great products. (you can also use this same approach for asking for referrals for new team members!)

Your customers may or may not feel comfortable sharing their friends information with you. If they don’t, encourage them to contact their friends and give them your information or forward your email to them and then ask their friends to contact you directly. This is not the most effective way - direct contact from you is better - but this is another option when information is not given directly to you.

3. Offer a referral gift to your referring customer - offering a free gift, or a discount on a product as a thank you for referring a customer to you is always a way to increase referrals. The gift should be given to the referring customer after you have made contact with their friend and done business with them. The gift does not have to be expensive - just valuable. Of course a handwritten thank you note should also accompany the gift.

Find out as much information as you can about the person to whom you are being referred so you will know how you can help them. You will also be able to personalize the call to them.

4. Call the referred person ASAP! Have a system for keeping track of those leads. If I am at a home event I will write the name and number of the referred person on the referring customers order form and then transfer the information into my notebook when I get home. I have a section in my daytimer for writing down referrals. Also, have a system for connecting the referral with the referred. In my customer data base I have a spot for keeping track of who referred them to me. When you contact the referral you may begin the conversation as follows: “Hi Lisa, this is (your name) from (your company). Your friend Katie gave me your name and number because she thought that you might be interested in learning more about (your product). Is this a good time for you?”

5. Call the person who gave you the referral and let them know the results, get them their gift for the referral. Again, thank them for the referral and ask if there is anyone else they can think of that you might be able to help.

When a customer shares with you the name of one of their family or friends they are showing trust in you. They believe in you and what you represent. Prompt follow up and timely response on referrals shows that you are a professional and worthy of their trust.

Your happy customers are one of your most valuable business tools. Do not ignore the opportunity to keep that “pipeline” full..

Provide great customer service, ask for the referral and follow through and you will find that your “well runneth over!”

Tune in tomorrow for another idea to promote more referrals from your current customers.

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Categories: Connect, Home Based Business