Greetings Floor Dealers!
Use Scripts To Get Instant Referrals
One thing all of you and your sales team members can do right now to generate instant revenue at zero cost is to sharpen your skills at requesting and getting referrals. And the quickest and most effective way to do this is by using a memorized script for asking.
Referrals are so important that I never, ever, ever go in and just wing it. I always use a carefully crafted, thoroughly memorized and exhaustively rehearsed script. Most sales people never do this. They wing it…if they ask at all.
In the Referral system, I give a number of scripts for using with the Referral Request form. When I used this form and followed the exact steps and scripts you are provided with, I generated an average of 5-7 referrals per job. Let’s estimate conservatively and say you generate 4 referrals on average for every job. Here is the script to use to identify which of those 4 need flooring right now:
SALES PERSON: “Thank you Mrs. Smith for these four referrals. Which one of these four needs flooring right now?”
CLIENT: “Oh, Eunice, my mother-in-law wants new floors before Thanksgiving. She’s been out looking at floors.
SALESPERSON: “Fantastic! What would be the best way to put Eunice and I in contact with each other? Should I call her?”
CLIENT: “Sure.”
SALESPERSON: “Here’s what I will do. I’ll call her on Friday and introduce myself. Would you mind calling her on Thursday to let her know to expect my call? That way she won’t think I’m a telemarketer.”
CLIENT: “No problem.”
Then right before I call Eunice, I’d call Mrs. Smith to verify that she followed through with the phone call.
You can see how this leads Mrs. Smith down a specific path towards giving me the referral. It’s non-invasive, fun (especially when coupled with the Referral Request system), and it gains permission for me to contact the person being referred. I have made a ton of money using variations of this script. (Memorized, carefully crafted variations. I never wing it.) I’ve had “referral daisy chains” up to 4 clients long doing this. In other words, I did a job which led to a referral, which led to a referral, which led to another referral.
And how does acquiring all these new clients cost? Other than the time spent memorizing and practicing the script, it costs zip, zilch, nada.
Let’s say your average ticket is $3,000, and you have three salespeople. If they each get a pathetic, measly TWO extra jobs per month by using the Referral Request system faithfully with every single client, that’s $216,000 in BONUS revenue that costs you nothing.
Wow.
To Tons Of Customers!
Jim Augustus Armstrong is The “Coach”
Jim Augustus Armstrong is the President of Flooring Success Systems, a program that equips dealers to double their profits, cut their work hours in half and beat the boxes! Many dealers have totally transformed their businesses and their lives for the better after joining Flooring Success Systems.
See what real, live dealers are saying!