Ask the Guru

Thursday 8th Nov 2007

Question: Christmas can be a busy and hectic time, but I still feel my team and I could capitalise on this a little more, I just don't know what else to do aside from the normal up selling, cross selling that we already do...any ideas?

Answer: Well now is the time to have all your strategies in place for a huge finish to 2007 and one of the best strategies for this time of year is Referrals, Referrals, Referrals!

It is very easy to become complacent when Xmas hits and the enquiry rate starts to grow...and what I mean by this, is that many sales people begin to become order takers due to the large influx of leads and begin shortening their sales process so as to be able to meet the next customer, trying to work through as many customers as possible.

When this happens we are usually just happy with the sale and seem to forget about the referral process...big No No, Huge Mistake!

 This is the perfect opportunity to capitalise on creating more leads for the coming months when it may start to slow down, so remember...REFERRALS, REFERRALS, REFERRALS.