Thoughtful Thursdays - Most people are not mind readers

This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale. It might just take longer.

Things That Can Lengthen Your Sales Cycle - Failing to ask for referrals

Asking for referrals may not directly shorten your sales cycle, but is sure can help to close sales faster and accelerate the achievement of your sales forecasts.

It is clear that as your prospect list grows, so will the number of customers you have. It makes business sense to take advantage of every opportunity you have to grow your prospect database. Is there any better starting point to ask for help than your current happy customers?

When you are networking, you make a point of telling the people you meet what you are looking for; you do this because you can not assume they will know intuitively. To a great degree the same is true when seeking referrals. Do not assume that your customers will make the referrals. Many businesses have developed programs to encourage customers to make referrals. Just last week I received a business thank you card in the mail and the final sentence concluded with ...and of course any referrals would be greatly appreciated.

Most people like to help and will, if you ask politely.

Good selling,
Richard