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Would you recommend me?
Interesting question. But the one that best correlated to business growth according to a study cited in a Harvard Business Review article. Recommending me to colleagues & friends is a big step. I have to have your trust, and be someone who will not hurt your reputation. The more complex the sale, the more important this is.
See the entire article below.
KudosWorks provides an essential toolkit to virtually any size business that wants to get a better grip on the dynamics of customer referrals and grow their sales leads generation capability without costly time & expense.
Visit KudosWorks for more information on how word of mouth marketing can be something you actively stimulate in your day-to-day marketing & customer service efforts.
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Asking for referrals does more than generate leads
When was the last time you talked to your customers and asked how they were doing? A recent article in the Harvard Business Review, “The One Number You Need to Grow” by Frederick F. Reichheld asks, “Would you recommend our products or services to a business peer?”
It was confirmed after two-years of research that the answer to this single question is the number one indicator and correlated directly to growth rates. I submit that if you are not asking and getting the answer to this question, you could be generating word of mouth, but not the good kind.
Reichheld’s research shows us that people put their personal reputations on the line when they act as a reference or make a recommendation to someone else. When your customer’s act as good references, they show that they have received value from your company.
For the complex sale you need these enthusiastic references to help you build your reputation, differentiate yourself, demonstrate your value proposition, shorten your sales cycle, and drive revenue.
By Brian Carroll
Brian Carroll, CEO of InTouch, Inc. and author of Lead Generation for the Complex Sale (McGraw-Hill 2006) and the B2B Lead Generation Blog with expertise related to B2B marketing, lead generation and complex sales.
Website: http://www.startwithalead.com
Genuosity's KudosWorks helps businesses automate customer referrals by providing the tools that their customers need to provide testimonials and to recommend them to friends.
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