Written by Thomas Norris
Balancing Quantity and Quality in Your Reference List
When it comes to sales, it is no secret that competition is fierce. In order to gain an edge over other salespeople, it is essential to build a strong and impressive reference list. But in today’s crowded market, where everyone is vying for the same customers, it is important to understand the balance between quantity and quality when it comes to building a successful reference list.
When it comes to references, there is no one-size-fits-all approach. Every salesperson’s list should reflect their unique skills and experiences, as well as the type of customer they’re targeting. Knowing the right balance between quantity and quality is key to developing a list that will give you the competitive edge.
First, it is important to understand what constitutes a quality reference. Quality references are those who have had an impactful experience that speaks to your sales skills. These could be customers that have had a positive experience with you, or even colleagues who have seen firsthand your success in sales. Quality references should be those that can speak to your strengths and expertise, and provide a glowing endorsement of your skills.
The second step is to consider quantity. Depending on your industry, having a long list of references may be beneficial, as it can show that you have a breadth of experience in sales. However, it is important to keep in mind that having too many references can be a red flag for potential customers. If a salesperson has dozens of references, it can seem like they are stretching themselves too thin, and may not be able to give the attention and expertise needed to make a sale.
Once you have identified the right balance between quantity and quality, it is important to ensure that your references are current and up-to-date. It is essential to maintain relationships with existing references, as well as to seek out new ones. It is also important to stay in touch with references to ensure that their information is accurate and up-to-date.
Finally, when creating a reference list, it is important to remember that it is not just about quantity and quality, but also relevance. It is essential to ensure that the references you provide are able to speak to the needs of the customer you are targeting. For instance, if you are targeting a customer who is looking for a salesperson with a specific expertise, it is important to include references that can speak to that expertise.
Creating a successful reference list is essential for any salesperson looking to gain an edge over the competition. By understanding the balance between quantity and quality, and ensuring that the references are relevant to the customer, you can create a list that will help you stand out from the rest. With the right reference list in hand, you can be sure that you are putting your best foot forward when it comes to selling.
At the end of the day, it is important to remember that the most successful salespeople are those that are able to create a balance between quantity and quality in their reference list. By understanding the importance of both quantity and quality, and ensuring that the references are both current and relevant, you can create a list that will give you the competitive edge you need to succeed.