objective management
objective management

objective management

objective management
Objective Management Group Inc. Wednesday, August 27, 2008 9:09 PM sales personalities
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How to Generate More Targeted Sales Leads, Referrals and Introductions

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The ultimate accomplishment for your salespeople is to have a base of clients and customers that are so happy that they generate enough introductions to grow revenue without having to look for new business.  "Look" includes, but is not limited, to cold calling, following up on leads and referrals (no introduction), networking events, leads groups, social network sites, blogging, newsletters, speaking, golfing and more.

Some salespeople excel at this, while others must make cold calls throughout their career. Seth Godin wrote a helpful article that explains why some achieve word of mouth and some don't.  Seth's article explains many of the reasons why your customers may never talk up your company, products or services. 

But what if some of your salespeople are good at this and some aren't?  What's the difference? In my experience, it's simply a case of showing how much you care, going the extra mile, under promising and over delivering, and setting proper expectations. I think it's important for your salespeople to let their clients and customers know early on, that one of your goals is to help them so much that they feel compelled to deliver three new clients just like them.  This forces your salespeople to be more aware of that goal moving forward, providing them with a better opportunity to actually get those introductions.  While that won't work with everyone they sell to, it sure beats the alternative of never getting introductions.

(c) Copyright 2008 Dave Kurlan

Posted by Dave Kurlan on Sat, May 17, 2008 @ 08:19 AM

COMMENTS

Good to see this article from you, Dave.
I do my best to do all of the things you mention. And I do get quite a few referrals and introductions, which makes my job as a salesperson a whole lot easier.
It certainly helps that I work for a great company with a great product. But, most important is having great clients who do the work required to be successful, like you. :-)

posted on Monday, May 19, 2008 at 7:56 PM by peter caputa


I have grown my sales team significantly with technical account managers and customer care specialists with the specific purpose of improving customer care, customer involvement and becoming a valuable part of their production team.
Having these specialized roles within the team has helped build a very happy customer base but I realize as i read your post that we are not utilizing our success to drive sales.. I need to reengage my sales people with their happy customers... thanks for the post!

posted on Wednesday, May 21, 2008 at 6:02 PM by TheMadPeacock


Regardless of our experience and the success that goes with it, this advice is always a timely reminder that all of us need to work constantly at our game because we all, from time ot time, let things slip.

posted on Sunday, May 25, 2008 at 2:39 AM by Ray Bigger


This is a great article and information all in sales should munderstand. To make it even more relevant, what is the percentage of success of making a sale with referrals vs. cold calls?

posted on Sunday, June 15, 2008 at 8:37 PM by Rick Eulo


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