What sales strategy is it called when you use a customer reference...?

Question

I can not remember for the life of me. some kind of closing "technique" or something...

Answer 1

It's called a "referral" and it can be used with fantastic results, especially if you are in phone sales and are calling on a prospect for the first time...You can open up the sales process by saying something like:

Hi, Mrs Prospect, my name is John Doe with Roxolid Marketing and the reason for my call is I was speaking with (The name of the person that gave you the referral) and we were discussing how how my company has dramatically increased their online sales through our markeitng and web analytic services, and she mentioned that I should give you a call.

So if I caught you at a good time, I would just like to ask you a few questions to see if what we do may be of help to you like it was for (name of referrer) bottom line. Would that be OK?

Sincerely,



Michael Pedone

CEO

SalesBuzz.com

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