We always have people in our networks who could recommend us and thus facilitate our relationship. Yet often we dare not take the plunge.
To develop your business, you have to know how to build relationships with prospects. Getting recommended remains ideal for increasing sales. The recommendation, however, engages the one who recommends you and is a guarantee of reliability for people who would like to use your services.
Imagining that when we give a recommendation , we will have reciprocity is an illusion that must be discarded. It happens that we ourselves are able to connect a person for a business opportunity or for a meeting that could bear fruit and, conversely, a person could recommend us. It therefore seems essential to forge close ties with the members of our environment. For this, a better reciprocal knowledge of our respective activities and our needs will facilitate recommendations. Each member of our environment then becomes a member of our sales force. The recommendation, if it may seem the result of chance, finds its origin in the work that we do upstream to develop our relationships.
Whatever your sector of activity, the sales force that generates the most recommendations is made up of your own customers:
The solicited recommendation request : you ask your client to provide him with the contact details of potential prospects with whom he would have a relationship of trust, but to do so, you will need to have established a relationship of trust with him.
Spontaneous recommendation: your customer who is satisfied with your services spontaneously talks about it to those around him. The key question now is to facilitate and stimulate the recommendations of your customers to make them want to talk about you, to give them good reasons to value themselves by recommending your products and/or services. Nothing is more relevant than a satisfied customer for word of mouth . He will be happy to network in order to put you in touch.
always have business cards on you to exchange your business cards. Ask each person you meet for a second business card, including one to possibly pass on to people who may be interested in their services. Write notes on the back of business cards. Write down what may be useful for you to remember the people you met.
set a retroplanning: the people to meet, the people whose contact must be sought in order to be put in touch.
listen rather than show off.
ask questions to get to know the people you meet better.
recommend yourself as soon as possible. The best salespeople believe in the give and take philosophy and the boomerang theory.
follow up. Even if you apply the principles above, they will have no positive impact if you do not follow up on the contacts you have just created and therefore managing your time is essential.
Sorting out former colleagues, former suppliers, your customers, your circles of friends and family, thinking about the people who will find an interest in the expertise you put forward, and questioning yourself about the relevance of a network more or less important.
regularly send an e-mail to ask for news.
Getting known also involves actively communicating by attending events.
speaking at certain conferences allows you to establish a solid network to make recommendations.