Written by Thomas Norris
The Art of Asking for and Using References: A Competitive Edge for Sales People
As a salesperson, you know the importance of developing relationships with customers, prospects, and other important stakeholders. You also understand that the more valuable references you have, the better your chances of closing deals. That’s why the art of asking for and using references is so important.
Building a strong network of references can give you a competitive edge when it comes to selling your products or services. The most successful salespeople know how to ask for and use references to their advantage. To help you get started, here are some tips for leveraging references to gain a competitive edge.
Start by Identifying the Right People
Before you begin asking for references, you need to identify the right people for the job. Think about people who are well respected in your industry and have a good reputation. These are the people who will be the most valuable to you when it comes to selling your products or services.
If you’re not sure who to ask, start by doing some research. Look for people who have been featured in industry publications, won awards, or have been recognized for their work in some way. These are the types of people who will be the most helpful in boosting your reputation.
Make Sure to Follow Up
Once you’ve identified the right people to ask for references, make sure you follow up. Don’t be afraid to reach out and ask for their help. Many people are more than willing to offer their support if they know you’re serious about succeeding in your sales career.
When you do follow up, make sure you’re polite and show appreciation for any help they’re willing to provide. A simple thank you goes a long way in building relationships and showing respect.
Be Specific in Your Request
When you’re asking for references, make sure you’re specific in your request. Don’t just ask for a general reference; ask for a specific type of reference. For example, if you’re looking for a reference for a particular product or service you’re selling, make sure to ask for a reference for that specific product or service.
The more specific your request, the better. That way, the references you receive will be more helpful and relevant to the sales process.
Make Sure Your References are Relevant
It’s also important to make sure your references are relevant to the sales process. For example, if you’re selling a web design service, you don’t want to use references from someone who specializes in software development. The reference should be specific to the product or service you’re selling.
This will help ensure that the references you receive are relevant and useful to your sales efforts. It will also make it easier for potential customers to see the value in the references you’ve received.
Keep Your References Updated
Finally, make sure to keep your references updated. If you’ve been working with someone for a while and they’ve had a positive experience with your product or service, make sure you reach out and thank them for their support. This will show them that you value their opinion and it will also help keep your references up to date.
By taking the time to reach out to your references and thank them, you’ll be showing potential customers that you’re serious about your sales efforts.
Conclusion
As a salesperson, leveraging references is an important part of your job. By following these tips, you can use references to your advantage and get a competitive edge. Start by identifying the right people and make sure to follow up. Be specific in your request and make sure your references are relevant to the sales process. Finally, keep your references updated to show potential customers that you value their opinion. By taking the time to ask for and use references, you’ll be sure to gain a competitive edge.