4 Keys to Refer-ability

When the Nordstrom Rack opened in Boise in April it people lined around the block waiting to get in. I’m a big fan of the store, but I’m not so sure I would wait in line. So I wonder why all of the people in the picture I posted decided to spend a weekday morning standing and waiting.

Nordstrom has impeccable service and great merchandise. They did the right kind of advertising and they had a great call to action. It featured a shopping spree give away and great deals on name brand clothes for all of those who stood the test of time. But I think the big driver on opening day attendance was that others referred them.

Check out my past blog for the secret on asking for referrals. The key to refer-ability (I made up a new word today) comes down to four easy steps. If you do these behaviors all the time I can’t promise you line like Nordstrom Rack on opening day, but you will have raving fans.

4 Keys to Refer-ability

1 Show up on time-preferably early
2 Do what you say you’ll do- no need to over deliver, just do what you promised
3 Finish what you start-a lot of people start projects, few finish them
4 Say please and thank you-astonishing how much they are forgotten

Beggars Can’t be Choosers

I found the man in the photo above at the corner of Progress St. and Meridian Road asking for a hand out. He’s not even getting paid and more than likely he’s doing more prospecting, presenting and-- yes closing-- than your full time sales team. The question you should be asking is ‘why is this happening?’
At Sandler Crossroads Training in Boise we talk about behaviors, attitudes and techniques for successful selling. If you can get your team to have a great ‘BAT-ing’ average, they will be successful in the sales world. Here’s a quick example of helping your team’s average:
Behavior: 3 x 9 Ten and Two. Contact three current customers before nine in the morning, make ten cold calls and two drop- in visits before the end of the day, every day five days a week.
Attitude: The economy is as good as I choose to make it, and I will continue to improve my sales skills each day by reading, writing and practicing.
Technique: I will create a script for each one of my cold calls. I will have a formula for generating leads and will follow a plan to ask all of my clients for referrals and recommendations.
You now have a few choices. Hope and pray your team will come up with a plan and be frustrated that the man on the street is creating more sales activity than they are. Or take action and create at BAT plan that gets results. Sandler Crossroads Training can help if you’re ready and willing.