Today is the day big day that those of you who’ve been following my blog series on the referral process have been waiting for . . . the day I’m going to talk about the final step–the step we all anticipate most: Step 8–Closing the Deal.
- Step 8. Close the Deal
Now that you have your proposal done and you know all the details, go back to the prospect and close that deal! Once that’s done, don’t forget to implement your referral thank-you program to inspire your source to continue referring business to you.
You’ve probably been told that you have to contact most prospects 20 times or more before they will buy. That may be true in ordinary marketing strategies, but in the eight-step referral process, the sale happens in as few as two calls. Didn’t close on step 8? No sweat . . . just repeat steps 5 through 7 until it’s a done deal.
The eight-step referral process is a formal procedure that is simple and comprehensive at the same time. It includes every single step you might need to take in order to fully and properly develop a first-time referral. Keep in mind, many referrals, especially those you make with established contacts, are much simpler; for example, some don’t involve a referral source and thus require only a couple steps.
Have you tried any of the steps in the referral process yet? If so, I’d love to hear about your experience and the results you’re getting. Please feel free to comment!