Written by Thomas Norris
The Art of the Reference Call: Effective Communication with Clients
As a salesperson, you rely on your ability to build relationships and close deals. Your success depends on your ability to establish trust and credibility with potential clients. One of the key resources you can use to build trust and credibility is the reference call.
The reference call is an important part of the sales process. It’s a chance for you to hear from a previous client about their experience with you and your services. It’s an opportunity to show potential clients that you’ve earned the trust of others and can be counted on to deliver results.
However, the reference call isn’t something to be taken lightly. It’s an art form that requires skill and practice to master. Here are a few tips to help you make the most of the reference call and communicate effectively with clients.
1. Do Your Research
Before you make a reference call, it’s important to do your research. Look up the client’s website, read reviews, and talk to people in your network who may have done business with them. This will help you build a better understanding of the client and their needs so that you can tailor your conversation accordingly.
2. Prepare Your Questions
Once you’ve done your research, it’s time to prepare your questions. Make sure you have a clear understanding of what you’d like to learn from the reference call. What do you want to know about the client’s experience with you? What do you want to know about the client’s perception of your services?
It’s also important to prepare open-ended questions that will allow the client to give you more detailed information. For example, instead of asking “Did you like my services?”, try asking “What was it about my services that you found most helpful?”
3. Be Respectful and Professional
When making a reference call, it’s important to be respectful and professional. Make sure you introduce yourself and explain the reason for your call. Also, be sure to thank the client for taking the time to speak with you.
4. Listen and Take Notes
When you’re on a reference call, it’s important to listen carefully and take notes. This will help you capture all of the client’s feedback so you can refer back to it later. It will also demonstrate that you’re taking their feedback seriously and value their opinion.
5. Show Gratitude
Once the reference call is finished, be sure to thank the client for their time and feedback. This will help you build a positive relationship with the client and show that you appreciate their input.
The art of the reference call is an important skill for any salesperson to master. It’s an opportunity to build trust and credibility with potential clients and to ensure that you’re delivering the best possible service. By following these tips, you’ll be able to communicate effectively with clients and make the most of the reference call.