Written by Thomas Norris
Reference requests can be a daunting task for salespeople. Profiles of customers and potential customers, contacts, and other important information, must all be collected in order to succeed. The process of collecting and storing this information can be time-consuming and often tedious. However, with a few strategies, reference requests can be handled efficiently and with less stress.
1. Make a Checklist
The first step to efficient reference requests is making a checklist of all of the items that must be collected. This should include basic contact information, such as names, emails, and phone numbers, but should also include details such as job roles, interests, and other important background information. This checklist should be customized for each request, so that all of the relevant information can be collected quickly and accurately.
2. Utilize Automation
Automation is a great way to streamline the process of collecting reference requests. Automation tools can be used to send out emails, collect information from websites, and store data in a secure database. These tools can save salespeople valuable time and effort, allowing them to focus on other tasks.
3. Leverage Social Media
Social media can be a powerful tool for gathering information. Salespeople can use social media to search for potential customers, gather references, and connect with contacts. In addition, using social media can also help to build relationships with customers, which can be useful in the future.
4. Monitor Your Progress
Salespeople should also monitor their progress when it comes to reference requests. Keeping track of how many requests have been sent out, how many have been accepted, and how many have been rejected can help salespeople to identify areas that need improvement. In addition, monitoring progress can help to ensure that reference requests are handled in an organized and efficient manner.
5. Stay Organized
Organization is key when it comes to managing reference requests. Salespeople should keep all of their reference requests in one easily-accessible place, such as a spreadsheet or a database. This will make it easier to find and access the information that is needed. In addition, keeping reference requests organized will help to ensure that they are handled quickly and efficiently.
6. Follow Up
Following up on reference requests is an important part of the process. Salespeople should always follow up after a reference request has been sent out, in order to ensure that the information is received and that the customer is satisfied. Following up also ensures that salespeople have the most up-to-date information about their customers, which can be invaluable when it comes to making sales.
7. Be Flexible
Salespeople should also be flexible when it comes to handling reference requests. This means being willing to adjust the process, if needed, in order to make it more efficient. For example, if the customer is having difficulty providing the requested information, salespeople should be willing to adjust their process in order to accommodate the customer’s needs.
Reference requests can be a major time suck for salespeople, but with the right strategies, they can be handled quickly and efficiently. By making a checklist, utilizing automation, leveraging social media, monitoring progress, staying organized, following up, and being flexible, salespeople can ensure that their reference requests are handled in an efficient and effective way. This, in turn, can give them a competitive edge in the sales world.