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7) Profile (step seven of the sales cycle)
This brings us to our last step of our sales cycle, and if you’re saying “Hey, wait- we already had “Profile” in our cycle,” then congratulations for paying close attention! In fact, we can’t really call this a sales “cycle” unless it repeats itself (as all cycles
do!)
The final element of your sales cycle is to ask your customer for referrals! I don’t understand why so many people leave this last step out of the cycle, because if you are disciplined enough to do this step, you can eliminate cold-calling! And if you’ve ever called on a referral, you know it’s fifty times better then cold-calling!
When you finish your cancellation prevention, all you have to do is say, “Joe, thank you SO much for your business! I was wondering if you know anyone else who might be interested in the XYZ? I really appreciate any help you can give me!”
And normally, Joe will help you by giving you a few associates names to call on. I’ve even had the client call their friend right then to introduce me!
We have a ‘referral sheet’ we take with us to appointments. It’s just a page that has the title “referrals” and seven lines to fill in. By pulling this out and showing it to Joe, you can often have him fill the whole thing out!
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