Anyone in the sales field would agree that it's easier to turn warm leads into sales. So why continue to work with cold calls? Who wouldn't get a kick out of turning something into nothing. There's a feeling of satisfaction after you pull it off.It is a thrill, I admit it. However any of us would rather make MORE sales than gloat how good we are at selling to complete strangers. So why don't we have more referrals? We're too afraid to ask! Wouldn't the people most likely to help us be the people we've helped already? Just picking up the phone and calling your clients will work, but your gift and a clever message will break the ice again and help rekindle the relationship. And what better way to warm someone up than to give them a quality, heart-felt gift- something good enough that gets their attention and draws a smile. "Ok, then what would make a good, quality, but inexpensive gift and then how the heck do I get the referrals?" This is where you turn your kitchen into a prospecting factory- yes, your kitchen! You want a gift that most everyone will like? OK..how about chocolate! There are some easy recipes to make some inexpensive candy gifts in bulk so you can make a big batch for many. Don't be too concerned in the beginning if you don't know much about cooking someone can show you how to create gifts from easy recipes.For your clients you are most comfortable with you may consider ordering some desserts online and having all the work of packaging and delivery done for you. It's simple, tasty and...NO ONE ELSE DOES THIS! First, you must only choose a sampling of your best clients since it will be too costly and time-consuming to send or drop off too many gifts. The easiest to make and send will be chocolate cookies of some type, but you can also do chocolate covered pretzels or cup cakes.Pick an item to start with and place them in an airtight bag within a decorative bag or box for pretty presentation. Check with a local courier for packaging and delivery options.Place a catchy, creative message inside... With a box of cookies it could say, "These cookies won't last long, but I want you to know my good service will. (Name of your client) now it's me that needs some help and I thought of you pretty quickly. I was hoping you could help me." Or a baggie of chocolate covered pretzels with sprinkles on top with a note that says, "I hope these pretzels are as much fun to eat as they were to make. I have been feeling a little twisted like a pretzel myself regarding a problem I have and thought you could help." The gift itself, combined with the enticing note creates enough curiosity that they are itching to know what you have to say and will be practically waiting for your call or they may even beat you to it. People feel the need to help those in need. When you speak with them you explain how until recently business has slowed down a bit and you are hoping to get a little help from just a handful of your best clients. In this article I won't be able to go into the step-by-step process, but here are some of the basics for asking for referrals: stress that you need their help, people can't resist helping those in need, asking for 10-12 names (they usually give you less), seeing them in person and giving details of the ideal prospects: married with kids, home owners, business owners, people active in the community, etc.Just asking them who they know who needs a product or service is leaving it too wide open, they won't give you any names.Not everyone will help, but enough will. And when they do those FREE, warm leads are golden since they have a higher conversion rate! And just think- NO ONE ELSE goes this far to meet with their clients. You will definitely stand out from the crowd!
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