| Wouldn't it be just fantastic if in the first quarter of this | | | | client who do they shake and move with both |
| year you acquired a new sales force for your | | | | professionally and personally? Yes - other like minded |
| business? Now I'm not just talking about 1 or 2 new | | | | individuals similar to them, and most importantly for you |
| people, I'm talking about hundreds or even thousands | | | | similar to the profile of clients you want to attract to |
| of new sales people all out there in the market place | | | | your business and... FAST!Now I'm not just talking |
| spreading the word and selling you and your business. | | | | about referral capture here on an adhoc basis - I'm |
| Mobilising an entire army of raving fans all bought into | | | | talking about a Systematised Referral Process where |
| you and your business and the difference you make in | | | | you go back to the well on a regular basis and have a |
| the market place.What impact would this new sales | | | | structured process.Let's look at the numbers for a |
| force have on the growth of your business? Could this | | | | moment by taking a generic model; our ABC Limited or |
| be the break through your looking for in to order hit | | | | as I prefer to say 'UnLimited' - the only limiting factor |
| double or even triple digit growth this year?A pipe | | | | being our mindset about what we can and cant |
| dream or a reality?Well actually it could be a reality - | | | | achieve in our businesses.Imagine in our ABC business |
| I've seen it done many times with our Clients; let me tell | | | | we have 500 Customers. Taking the 80/20 rule - the |
| you how?Firstly it requires you to take a leap of faith | | | | top 20% are the 'ideal profile' of client. So we focus on |
| for a moment and think differently about your business. | | | | the top 100 Clients as our Silent Sales force.On |
| You've spent a great deal of time, effort and money in | | | | average we pick up just one referral from each of |
| attracting and building the loyalty from your existing | | | | those clients (I say on average as I have a number of |
| customers and clients - True?Those customers and | | | | thoughts on the number of referrals we should ask for; |
| clients have bought you - they've bought your business | | | | a discussion for another day) that would now give us |
| brand and as long as you're delivering on the promise | | | | 100 prospects.Now I don't know what your conversion |
| and engaging in the appropriate retention strategies | | | | rates are in your business at the moment. What I do |
| then they'll remain loyal to you forever! (We'll talk about | | | | know however, and I'm sure you'd agree is that |
| retention strategies in a future issue of the Business | | | | referral business converts at a higher rate than any |
| Accelerator Ezine coming soon).These loyal clients are | | | | other form of lead generation activity.So - in this |
| the 'ideal profile' of client for your business. | | | | example I'm going to work on a conversion of 1:10 (I'd |
| They;STAY! SAY! And PAY!- Stay for as long as | | | | probably expect it to be more like 1:5) this would |
| possible- Say great things about you- Pay on | | | | equate to 10 new clients from your new sales |
| time...every time!Now it's the "SAY great things" part | | | | force.Now - if we systematised the process and went |
| that I want to talk with you about today. Because in | | | | back to the well on a quarterly basis this would |
| saying great things about you - you can create a | | | | generate 400 new prospects; at our conversion rate |
| torrent of referrals through the front door of your | | | | of only 1: 10 = 40 new clients per year!!!! How much |
| business!By just being pro active v re active, by | | | | would this be worth to your business?I'm sure you |
| thinking about this strategy from a different | | | | could run your real numbers in terms of number of |
| prospective you can turn your clients into your Silent | | | | customers and conversion rates through the formula |
| Sales Force!Think about it for a moment; there already | | | | I've used above, and calculate precisely what impact |
| bought into you and your business, there passionate | | | | this strategy would have on the growth of your |
| about what you do and how you do it, there loyal, talk | | | | business?So there you have it! How to create a |
| about you and your business with enthusiasm, | | | | torrent of Low Cost/ No Cost Leads through the front |
| understand your products & services probably better | | | | door of your business and turn your key clients and |
| than some of your own people because they are | | | | customers into your Silent Sales Force!Written by |
| actually using them! WOW aren't these the traits you'd | | | | Royston Guest, Sales & Marketing Director Pti |
| look for in recruiting a new sales person. And perhaps | | | | International. Please visit Guest is Sales and Marketing |
| the sting in the tail;As they are your 'ideal profile' of | | | | Director of Pti International. |