Many busy businesspeople make their lives even busier by believing that the best way to win new orders is to go out and find them. Guess what? It isn’t! Build the right team around you and they’ll boost your sales more than you could ever have imagined.
“Okay,” I hear you say, “but hiring sales teams costs the earth!” Well here’s the really good bit. You don’t need to hire anyone. If you have the confidence in yourself and the products or services you’re selling, you simply need to identify the right people and earn their trust. Add to that a positive, Givers Gain attitude (‘If I help you, then you’ll want to help me too’) and your future’s looking rosy.
So where exactly are the right people to be found? You might have heard of the term ‘Market Commonality’…
You have market commonality with other business people when you share similar types of clients. For example, a caterer, an events planner, a tailor, a florist and a bridal shop will all have clients who are planning a wedding. So you’re a photographer? Get to know those people. Are they good at what they do? Would you be prepared to refer them to your own clients? Teach them what you do and how well you do it. Build trust between the group and you’ll all:
• grow in confidence
• feel a lot less lonely
• ask for more referrals
• receive more referrals
• WIN MORE BUSINESS!
The possibilities here really are enormous. Think creatively and whatever your job, you’ll discover your market commonality with a host of other trades and professions – so get out there and find them! Winning business like this takes commitment and time, but it’s extremely effective: business won by referral is the best kind of business you can get.
Want to dig deeper? Get the best possible advice on building business through referrals in Iain Whyte’s new book, Life, Business and Speedboats available now at www.bigmantalking.co.uk
Iain Whyte is the Executive Director of BNI Scotland South and East and is a renowned author and speaks around the world.
BNI
With over 5,500 active chapters, and over 100,000 members throughout every populated continent worldwide, BNI is the largest and most successful business referral organization in the world. BNI was founded in 1985 by Dr. Ivan Misner and the organization, which allows only one person from each profession to join a chapter, offers members the opportunity to share ideas, contacts, and most importantly, referrals. Last year alone, members of BNI passed 6.2 million referrals, generating 2.6 billion dollars’ worth of business.
For more information on BNI, please visit http://www.bni.com/ or call BNI Headquarters at 909.608.7575.
Links:
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