“Remember, business is personal because it’s people you do business with, and the more they feel appreciated, the more likely they’ll do business with you.” – Meshell Baker in today’s Tip 1038
Are you giving recommendations and referrals?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host with a cold, Scott Ingram. Here’s Meshell Baker:
Meshell Baker: Hello, welcome to Daily Sales Tips and today’s daily sales tip is on giving recommendations and referrals. This is such a powerful standard and habit that really helps with improving and escalating you to that high-performance seller state. So if you’re looking at creating and cultivating a process where sales are constantly attracted to you, opportunities constantly coming to you, it requires that you acknowledge and appreciate the people that you’ve already done business with or you want to do business with or it doesn’t just mean the people that are purchased from you. It’s also looking at the people that you work for and with, acknowledging them, and making it a habit and standard.
I have a few colleagues who actually make it their standard that every day they log on to LinkedIn, but to check on their social media feed and comment, they also either write a recommendation or there’s the opportunity to give kudos and acknowledge someone. They do that every single day to one person. And trust me, most people have at least several thousand people on their connection list, so you will not run out of people who you can acknowledge.
There’s a quote by Eckhart Tolle and it states, “Acknowledging the good that you already have in your life is the foundation for all abundance.” And it’s very interesting that I find people who are struggling with sales. They can’t find enough clients. They don’t have leads. They don’t feel like it’s a great job. They don’t feel like their boss understands. They feel like they’re in a very unfair state or looking at what they don’t have. And when you pause and you start making your standard every day, the beginning of the sales day is the most important part of your day.
When you start off with looking at how the day is going to be amazing, who can I appreciate? Who can I introduce to someone? Who can I refer to someone? Who can I recommend? Can I go write a recommendation for a company that, think about a company that you bought a product from, that was absolutely amazing? And did you write them a recommendation? No. Go to their website. Go to their Yelp page. Start giving of this incredible acknowledgment for business well done, and it becomes reciprocal. It will come back to you. So creating that and looking at the ways you can do that. So when you’re listening to this, I would highly encourage you. Look at that list. Mark out the time on your calendar and make it your having and standard. It could be Monday through Friday or every day. If you want to do it on the weekends, think of family members. This is how you can approve the abundance and cultivate opportunities within your family.
What I am basically saying here is that whatever you put out is what you get back. So when you decide that you’re going to acknowledge and appreciate people, especially those that you’re doing business with, the ones that you want to do business with. Thank you for the call even when they don’t buy. Send them a thank you. Make a note or a task somewhere, depending on your CRM or your calendar. Make a note to follow up with them and just say, “Hey, I’m reaching out. We talked last month,” and even if you haven’t followed up with someone and you’re listening to this, it’s never too late. Don’t tell yourself no. Let them tell you no, Hey, you know what I was thinking about people I talked to last year, last month, right? Last quarter, who I was really excited and anticipated that I would get to do business with, but things didn’t work out that way. So I’m reconnecting with you to see, is there still an opportunity? Has anything changed? I’d love for the opportunity to speak with you about working with you because I was really impressed by you.” There is so much that you can create. Well, start your day with giving and you will be amazed at what you receive in and throughout your day.
Now, remember, this is an established habit, so looking for the results is not doing it altruistically. You’re just giving of yourself and whatever comes back comes back. And having said that, I will close with a quote from H. Jackson Brown Jr. “Don’t forget, a person’s greatest emotional need is to feel appreciated.” Remember, business is personal because it’s people you do business with, and the more they feel appreciated, the more likely they’ll do business with you. Have a great day selling.
Scott Ingram: For more from the greatness that is Meshell, just click over to DailySales.Tips/1038. Then be sure to come back tomorrow for another great sales tip. Thanks for listening!