This can be as easy as asking your client or customer for the names of three people who like them would be interested in receiving some information from you.

You’ll be surprised at the increase in sales just from referrals if you put in place a systemised approach to get referrals rather than waiting for them to happen.

Here's the 'Success Formula' for creating a powerful referral system...

Good Business

+

Incentive

+

Communicate

+

Systemise

=

Powerful Referral System

And don’t forget referral business is your best type of business.

You rarely compete on prices or fees, and these people tend to be people whom you enjoy working with! Better still… you’ll find that you convert a much higher percentage of referrals into clients or customers.

If you got just one referral from 50% of your clients or customers every year, what sort of difference would that make to your business? HUGE!

And I could have shown you hundreds of similar letters!

If the purpose of the brochure or catalogue is to secure an order, your sales letter must push for the order.

Sending a brochure out without a sales letter is like throwing money down the drain.

And if you think a one or two line cover letter will do the trick – think again.

There’s a well known saying we use relating to this mistake…

‘Your brochure tells, your letter sells’

Brochures cost hundreds even thousands of pounds to produce. Most are written so badly they never ever cover their costs, but a good sales letter will often ‘save’ the brochure and generate a good profit for you.

And just in case you were wondering what you should do if you can’t afford a brochure or a catalogue…

Send a sales letter instead.

But if you give the reasons why your service is the best, your claim suddenly becomes more believable.

People assume (wrongly) that their prospects will make choices based on minimal information.

Sometimes that’s true, but in the majority of cases your prospects need more information to be able to act decisively, and choose you before your competitors.

They need reasons why.

Here’s why…

Before a prospect buys your product or service they are asking themselves many important questions…

• Why should I pay this price for this product or service?
• If the price ‘seems high’ why should I pay more for it?
• If the price 'seems low’ why is it low, is it inferior?
• Why should I choose you over other businesses providing the same product or service type?
• What makes your product or service better than others?
• How do I know you won’t let me down?

I could go on and on, but you get the idea.

Now what do you think happens if you don’t answer all these relevant concerns?

That’s right, the prospect will turn to someone else.

It goes without saying that in order for you to acquire BIG increases in sales you have to give reasons why.

What does that mean?

It means you need to explain clearly why you charge higher than your competitors, you need to explain how and why your product or service is better than your competitors and so on.

Tell them about your expertise.

The rigorous lengths you take to recruit your staff.

How long you spend training your staff.

What steps you take to ensure customer satisfaction, and so on.

This stuff is important – really important.

It provides the rationale behind your prospects decisions and helps cement the sale.

Often we think that if we say too much it will repel our prospects. Nothing could be further from the truth.

Tests have proven time after time that as long as a prospect is interested in your product or service they are willing to consume large amounts of information – as long as the information you provide is interesting and informative.

The more relevant information you provide the easier it becomes for your prospects to make an informed decision. And as long as you give ‘reasons why’ you’ll generate many more sales than ever before.